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Leadership

True leadership lies in guiding others to success. In ensuring that everyone is performing at their best, doing the work they are pledged to do and doing it well. —Bill Owens

Leadership is critical to success, whether self-leadership or organizational leadership. Too often, we confuse leadership and management. Both have their place, but leadership enables organizations to achieve.

We provide a variety of programs to support the development of leaders. Whether it is their role in the organization and how to perform. Developing/implementing strategies, setting performance goals and dealing with performance challenges. Or managing performance and maximizing engagement. Or coaching and developing people in their teams.

Our programs and consulting can be offered at the organizational level, working with people in developing a strong leadership capability within the organization.

We also work at the individual level, serving as coaches or mentors to individuals, maximizing their ability to lead and helping them to move forward in their careers.

Leadership Posts

Surviving Tough Times…..

Slowdowns are impacting many sectors of the economy. We see a lot of uncertainty. Massive layoffs are still happening. Businesses, industries and markets are being restructured, profoundly. Overlay this with disruptions being caused by technologies like AI, global climate changes, and the global political challenges. We struggle with the idea, is there light at the […]

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“Why I’m So Interested In Selling,” John Callies

Preface: I met John Callies in our very first sales training class for IBM. We were at Endicott, New York, where most of entry sales training was conducted. Through our first year, every few months we’d see each other in Endicott at another class. We lost track of each other–John ended up going to senior […]

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“Why I’m So Interested In Selling,” John Tan

Preface: John Tan is CRO of Data#3 in Australia. He’s a great friend and client, leading one of the highest performing sales organizations I’ve encountered. John’s thoughts resonate with me because they span several perspectives. First, a personal perspective as a seller. Second, a leadership perspective as a CRO who cares deeply about the people […]

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“Why I’m So Interested In Selling,” Gus Maikish

Preface: Gus Maikish is one of the first people I met when I started my selling career. He started a few years before me and was managing some significant banking accounts for IBM. Since I was assigned to a different team, I didn’t spend much time with Gus, but remember one call that I tagged […]

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“Why I’m So Interested In Selling,” Lhat Tzvi

Preface: One of my very closest friends and mentors is Lahat Tzvi. He’s one of the most thoughtful consultant I’ve met. One of my most important meetings is our monthly conversation, “Trying To Solve The Selling Problems Of The World.” What I value most is Lahat’s way of asking questions and getting me to think […]

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“Why I’m So Interested In Selling,” Pete Tapley

Preface: Pete Tapley has been a friend and client for about 12 years. I first met Pete when he was running North American Sales at a small technology/professional services company. He went on to senior positions at Cognizant, CSC/DXC Technologies, Telus International. He’s now Managing Director of Data and AI at Accenture. Here’s Pete’s story. […]

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“Why I’m So Interested In Selling,” Alex Shootman

Preface: I first met Alex Shootman when he was running sales at Eloqua. We had talked on the phone a few times, but our first meeting was on the exhibit floor at Dreamforce. While his time was probably better spent talking to customers, he took time to have a great conversation. Since then, we talk, […]

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“Why Am I Interested In Selling,” Mitch Little

Preface: Mitch Little is a close friend and “sparring partner.” We often get into discussions and debates about the future of selling and how to drive high performance. (I guess sparring is overstated, he and I are almost always in wild agreement). Mitch should know, as Senior Vice President, Worldwide Client Engagement at Microchip, he […]

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“Why I Love Selling” Wolrad Claudy

Preface: Wolrad Claudy is a great friend and client. I first met him years ago when he ran global sales for Tekelec (acquired by Oracle). He’s one of the most fascinating sales leaders I’ve worked with. Since Tekelec, he has been involved in a number of technology start-ups, has developed a specialized fund, providing seed […]

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“Why I’m So Interested In Selling,” Maria Boulden/Gartner

Preface: Maria Boulden is one of my closest friends. I suspect much is based on our love of really bad puns. But most of it is how deeply I respect her as a leader. She is currently Vice President of Executive Partner Sales at Gartner. Prior to that, she ran one of the largest segments […]

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Leadership Testimonials

"After reading the Sales Manager Survival Guide and being impressed with David’s expert understanding of sales and relevance to our industry, we engaged David directly for a Sales Manager coaching program. The content was excellent and David’s engagement with our managers was outstanding. I highly recommend David and Partners In Excellence if you want to take your sales to the next level. " Brad Colledge, Executive General Manager

“I was asked to take the role of managing a sales organization. Having no prior sales experience, the task seemed quite daunting. Thankfully, David Brock was there to give me direction and encouragement. Yes, David helped me understand the sales process; however, more importantly, David provided me with firm, but supportive critique that has proved invaluable to me. David never soft-pedaled his approach with me. Instead, he spoke to me as an executive, and expected me to live up to the call. In addition to direction, David provided me with the encouraging words that I needed to believe in myself, and that I could be successful in my new role. “ Scott Dixon, Managing Director

“Dave sets himself apart in the industry with his ruthless focus on preparation and sales discipline. Dave's mentorship and coaching is designed to ensure I focus on the most qualified opportunities, bring exceptional value to each customer interaction, and win more deals. He has been an indispensable mentor and transformational influence.” Mary Grogan Strain, Business Development Manager

“Dave Brock literally wrote the book on sales management! Dave provides critical insights that are thought-provoking and directional. Better yet, Dave not only provides a different perspective, but he also has the ability to work with clients to build solutions that positively impacts sellers and coaches alike.” Jim Wood, Vice President of Sales

One of the greatest gifts a coach can give to a coachee is to help them think more accurately about themselves, about their challenges, and about the various ways they go about solving those challenges. But Dave’s gift is something more. So much so that Dave’s helped me to fundamentally shift the way I think to begin with. This process has resulted not only in increased performance, but in a continual learning process that hasn’t stopped since our first coaching session. It’s an honor to call him my coach and a privilege to continually learn from him, even on the days between our coaching sessions! - Nate Tutas

When I was about to move into my first sales management role I reached out to Dave after I had read his book that really resonated with me. It was fantastic to have Dave as a coach and sounding board during those first months and it really put me on the right track to succeed in the sales management role and also set the foundation for me to progress from that. Didrik Moe, EMEA General Manager

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