Transform Your Organization
“The greatest danger in times of turbulence is not the turbulence; it is to act with yesterday's logic.” Peter Drucker.
Everything today seems to be about transformation, business transformation, digital transformation, sales, customer, market, organizational. Work is transforming, moving from in the office to virtual to hybrid. Tools and technology enable us to do things differently or to do new things.
But what does transformation really mean? What does it entail? How do we transform? How do we successfully implement and manage change?
Partners in EXCELLENCE has worked with organizations in transformation since it’s founding. Whether it’s working on turnarounds, helping high performing organizations continue to change, helping start ups to scale and grow.
We have a series of workshops, programs, processes and tools to help our clients identify their transformation strategies. Most importantly, we work with those clients in the implementation of their transformation efforts, keeping them on track or adjusting them to drive greater success.
Transformation Posts
What If You Couldn’t Talk About Your Product?
Imagine a first call or meeting with a prospect. What if you couldn’t talk about your product or solution—even if the customer asked about it? What would you talk about? Sure, you could exchange small talk, common interests, sports, hobbies. But that wears thin very quickly, you are wasting your time, the customer is wasting […]
“…..More Than A Job….”
I’m reading General Stanley McChrystal’s book, On Character. A sentence stood out, “During my career, the Army was more than a job—it was a life choice.” Coincidentally, I read another fascinating article from Alex McCann, The death of the corporate job. They are approaching the same issue, but coming at it from opposite directions. They […]
It Isn’t Just Buying That’s Hard…
There’s been huge amounts of very good research on the how hard buying is. We’ve learned about regret, FOMO, FOMU, abandoned buying efforts. I’ve contributed thousands of words in articles focusing on the difficulty buyers have in buying. But let’s look at this differently. It isn’t just buying that’s hard, all project/change work is hard. […]
The AI Industrial Revolution
We are enamored with AI. Everyone is experimenting, everyone is declaring they are “AI first.” AI is being integrated into as many workflows as possible. It’s writing our emails, cranking out thousands of emails faster than any individual could. It’s cleaning our inboxes, updating our CRMs, managing our calendars, doing our call prep. Agentic AI […]
“They Were Making The Final Decision….Then Crickets….”
It’s only Wednesday and already, I’ve had conversations with 5 different teams on the same issue. They had strong deals, great interest from the customers, pricing had been worked out. They were waiting for the final decision, some already spending their expected commissions. And then things went quiet. Their customers stopped responding. These forecasted deals […]
Selling Is About Helping People….
In recent conversations with friends like Brent Adamson, Charlie Green, Mark Modesti, Alice Heiman, and others a common theme keeps surfacing: “Selling is about helping people….” Over the past years, too many seem to have forgotten this. Or people new to selling have never learned this. The focus is about our own success, our objectives. […]
Are You Leading By Example?
Growing up, my father was a terrific coach and mentor. But I suspect I was a difficult student. Every once in a while, I would catch him doing things differently than he had suggested. I’d often say, “Dad, you want me to do these things, but I see you doing exactly the opposite…..” He always […]
Running In Circles…..
We engineer our selling processes, creating strict stages, critical activities in each stage, perhaps stage exit criteria. We believe that if we stick an opportunity in one side of the process, run it down our sales assembly line, there is a high probability we will exit with a Purchase Order in hand. At least that’s […]
“Let’s Talk About Me……”
It’s human nature to be self interested. We focus on “our success, our priorities,” and “What happens if I make a mistake?” This operates at personal and organizational levels, “How does our company hit its goals?” We talk to our customers, about their challenges and problems, but always shape those conversations to lead to a […]
“A PhD In Your Pocket Is Worthless Without This…”
“Like having a team of PhD level experts in your pocket,” is attributed to OpenAI CEO Sam Altman. The problem is, just because we have access to this level of knowledge doesn’t mean we know how to use it. It doesn’t mean we know how to test it for reasonability or possible hallucinations. This is […]
Testimonials
Partners in Excellence has been my strategic partner for sales and business transformations. Always bring the ability to understand my challenges and translate into pragmatic strategy, design, and execution. David Brock is my first call when needing a fresh perspective for solving my most difficult challenges! Kevin Johnston, COO
“Our Commercial Leadership engaged Partners in EXCELLENCE supporting formalization of our commercial process, as well as validation of pipeline integrity. While the methodology presented the opportunity to think outside the box, driving commercial cultural change, the foundation for sustainable growth has been established. Our Business and Global Commercial Team now have a process and roadmap driving our performance into the foreseeable future.” Eric Shelton, Vice President, Global Marketing and Sales
“There is so much flying around every day about what's right for sales, who has the best way of succeeding, what is the impact of tenuous programs, and every other sales topic you can imagine. And then there's Dave Brock. He cuts through the cacophony of noise. He nets the important data flying around. He grounds that data in reality. When I want a real grasp of what is happening in the sales world, I get the really good nuggets from Dave.” Sheevaun Thatcher, Vice President, Global Sales Enablement.
“I have worked with Dave at three companies over the past 10 years or so. That alone is a testament to the value he brings. More specifically, Dave brings analytical tools and a ton of knowledge that allows you to move quickly from data analysis to action plans that drive meaningful results. You might be able to figure all this out on your own; Dave will figure it out much faster. And you don’t have time to wait.” Pete Tapley, Vice President of Global Sales