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Sales Performance

“We are what we repeatedly do. Excellence, then, is not an act, but a habit.” – Aristotle

Results are about performance. Sustained great results is about maximizing performance over time. The foundation to great performance lies in purpose, culture, values, and leadership. Performing well s developing the right strategies, the right organizational structures, putting the right talent in place, identifying the right processes, programs, systems, tools and metrics. Finally, it is about consistent execution. It’s about organizational and individual habit formation.

We work with clients in all aspects of maximizing performance. Whether it is developing strategies, recommending programs, putting the right structures and talent in place. Developing and implementing the right processes, systems and tools.

It may involve assessing current capabilities, both organizational and individual. Or assessing market and industry changes, developing recommendations for responding to those changes.

Finally, it’s about consistent execution. Training people in what needs to be done and best practices in doing these things. Measuring progress, putting corrective actions in place.

We are a collection of operations focused executives, working with our clients in developing their strategies, putting everything in place to implement those strategies, developing and supporting the change management efforts, supporting and refining the execution, then continuing to refine these to drive constant improvement.

Our goal is to help individuals and organizations to OutPeform their competition.

Sales Performance Posts

Grinding It Out….

ChatGPT and its colleagues are, too often, a debilitating cheat for sellers who don’t want to put in the work. There, I said it, I got it off my chest. Don’t get me wrong, these tools are very powerful and helpful. I leverage them constantly through my day, but for very different purposes than the […]

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In Search Of Objections

I don’t know how many conversations I get into on “objections.” Less experienced sellers wring their hands, figuratively, worrying about objections. Poor performers are terrified, often taking objections personally. I have a different point of view on these, perhaps a little unusual. While I don’t provoke objections, I think customers raising them is an important […]

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Viciously Efficient, Doing The Work…..

Some of you may be reading my series, “Why I’m So Interested In Selling.” I have several dozen stories so far, releasing a few each day. Everyone that’s responding is an extreme high performer. They come from varied industries ranging from motorcycles and extreme sports, professional services, software/SaaS. medical devices, semiconductors, industrial products and others. […]

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“Why I’m So Interested In Selling,” Dave Kurlan

Preface: Dave Kurlan is a very well known consultant, coach, trainer. When you encounter him in social media, you already know how driven he is about the “state of selling,” He is viciously focused on helping drive performance with his clients. I’ve learned a lot from him, and respect what he does. My only problem […]

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Settling For What We Get, Rather Than Getting What We Want……

I read a fascinating article about the response rates for a variety of outbound email prospecting techniques. The author, with a client, had tested 8 techniques to pitch their solutions. The response rates were anywhere between 0.29% and 1.25%. The sample sizes was 200K, which is significant. The argument the author was making was the […]

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“Give Your Best Leads To Your Top Performers!”

I can’t begin to count the number of “experts” filling my social feeds with the sage wisdom and advice on maximizing performance: “Give your best leads to your top performers!” The rationale they provide goes something like: “If your top performers have win rates 2X more than the average for the rest of your sales […]

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Are You a V1.0 Seller In a V3.7 World

I had a frustrating evening. My mom has a very old Iphone. She wanted to get some new apps, but was struggling to get them on her phone. Normally, she can install these apps with no problems, but she needed help. I found the apps in the App store, clicked on “Get” and nothing happened. […]

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How Much Time Are You Spending In The Field, With Your People?

It’s SKO time of the year. In the meetings, I’ve been doing an informal survey of leaders, at all levels. I’ve been asking, “How much time are you spending in the field working with your people?” The answers, while not surprising are disappointing. So far, it looks like the average is somewhere around 15-20%. I […]

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Problem Or Product Focused Selling?

It’s Monday morning, I’ve just cleared my email and social feeds. Each of us experiences the same thing, grumbling at the terrible quality outreach. Then, too many of us turn around and inflict bad outbound prospecting on our own victims. 100% of the prospecting messages I see are product focused. The outbound communications are something […]

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Making Things Tougher Than Need Be

Let’s play a thought experiment. Imagine you are the CRO, possibly the CEO of a company offering complex B2B solutions. Let’s imagine we had a game show, a group of CROs and we are giving them the choice to select what’s behind Door # 1 or Door # 2. Our host, Monty Hall, yells, “CROs […]

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Performance Quotes

““Dave helped us translate our strategic planning process from an annual exercise into the development of a plan the whole organization could get behind and execute. With Dave's support, the team came together and established a clear focus and priorities. The team felt the process was valuable in developing a pragmatic plan, focused on executing those things most critical to achieving the objectives our leadership team had established. Finally, the process established a solid framework for future strategic plans. Dave not only delivered on his commitments but delivered more than was expected.” Vice President Strategy and Planning

“I got a recommendation from a business colleague to reach out to Dave regarding our sales process for our startup. So I did and shot out an email where I asked for some tips on how to better leverage our sales process. Dave responded the same day where he asked if we could hop on a call, and of course, I was a bit amazed at his willingness to go head-on with our current challenges. During our conversations, I told him about a recent deal that had stalled and asked if he had any advice on how to get in a better position moving forward. He gave me some good advice and I also got two action points I could execute immediately. The following day I had a client meeting where I held a presentation and I took one of the action points into that meeting. After the presentation was completed I got the deal, and the client highlighted the expertise we had shown with our offer. Dave’s recommendation was perhaps the one thing I felt was the game changer from what we had done in the past.” Eivind Jonassen, Cofounder and CEO

“As a result of the program on Value Propositions, we have turned around and closed sales of more than $60 million within 45 days of implementing the principles you taught us.” Senior Vice President of Global Sales

“We brought David into our company to help us with our sales and go-to market strategies. His thoughtful and systematic approach exposed areas for improvement which resulted with an improved plan. All our employees benefited, especially when each of our team members shared their knowledge and practical experience across our group. We ended up a stronger, more cohesive and focused team due to David's leadership.” Ray Connelly, Vice President of Supplier Strategy

"Partners In EXCELLENCE differentiate themselves from other consulting firms we've used by providing practical implementable deliverables and then providing support and guidance during execution. Most consultants use a canned, one-size-fits-all methodology…. Because Dave Brock has real world experience in sales, marketing and management, his recommendations are tailored to his client's environment and are readily implemented." Vice President, Marketing

“In the past couple of years David has been a critical mentor, coach and partner to me. Throughout our engagements we together developed the Sales Execution Framework (SEF) which has been foundational for the continuous personal and professional development of my team, especially in the areas sales process mechanics, sales process, sales methodology and our operating system. Hands down this is the main reason why we realized high double digit profitable growth in the past couple of years and are confident we can sustain that in the years to come" Rene Voorhorst, Senior Head Global Account Management

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