David Brock, Author at Partners in EXCELLENCE Page

Author: David Brock

Getting What We Want
Posted on January, 2021

Sales people are singularly focused on making sales---getting the PO. In some … [Read more...]

We've all been taught the importance of "discovery." It's that process where we … [Read more...]

January 19, 2021 by David Brock 1 Comment

We focus a lot of our sales enablement and related efforts on making our … [Read more...]

January 15, 2021 by David Brock 1 Comment

The other day, I had a conversation with a salesperson. She wanted some … [Read more...]

This is a bit of self indulgence, but, at the same time, an "a-ha" moment. We … [Read more...]

I'm sure you are victim of the kind of email and social outreach I get. What … [Read more...]

We set ourselves up for failure, we set our customers up for failure when we … [Read more...]

January 12, 2021 by David Brock 1 Comment

We are all busy. Whether it's going from call to call, virtual meeting to … [Read more...]

January 11, 2021 by David Brock 1 Comment

Someone has been prospecting me. I'll own up to it--normally I ignore 95% of … [Read more...]

As we look at complex B2B enterprise level solutions, without a doubt, they are … [Read more...]