David Brock, Author at Partners in EXCELLENCE Page

Author: David Brock

Our Questions Are Important To Us, But Do They Get At What The Customer Needs To Express?
Posted on March, 2021

The questions we ask shape the responses we get. Too often, our questions, … [Read more...]

Participating in deal reviews, I often ask the question, "How do we win?" The … [Read more...]

Perhaps one of the most important capabilities/skills for sales people and … [Read more...]

Sadly, the trend in developing sales people skills is toward a higher level of … [Read more...]

February 27, 2021 by David Brock 4 Comments

I know it's heresy, but not all revenue is good revenue---particularly for … [Read more...]

February 24, 2021 by David Brock 2 Comments

It's funny, every once in a while I find myself in similar conversations with … [Read more...]

I was reviewing a presentation a client was preparing for a critical customer … [Read more...]

February 22, 2021 by David Brock 1 Comment

We all have them, the "Must Win Deals," where we pull out all the stops. We do … [Read more...]

Dear Outlook, Gmail, and developers of all email systems. I have a feature … [Read more...]

Discounting has reached Pandemic levels. It used to be something we used as a … [Read more...]