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
A Further Note On Hyper-Efficiency, The Path To Ultimate Efficiency
I wrote, “Hyper-Efficiency, The Secret To Sales Success In 2025!” It’s generating interesting discussion, perhaps it’s the thoughtful image I created to illustrate the concept. Jim Barnet asked a fascinating question, I wanted to expand on it. Jim started to talk about it from the customer point of view (certainly a novel approach). As we […]
What About Leadership?
There’s a lot of discussion about sales managers and leaders. We tend to conflate these concepts, using them interchangeably. In reality there is a wide chasm between leadership and management. And I have been guilty in conflating these terms–and this is sloppiness. I woke up to this, today, reading an article, proclaiming the death of […]
“Hyper-Efficiency, The Secret To Sales Success In 2025!”
I’m relieved to learn that all we need to do to be successful in 2025 is to become hyper-efficient! We still have 11 months to go, imagine how much we can accomplish. OK, OK, you know how deeply my tongue is planted in my cheek. For close to two decades, we’ve been driven by a […]
Removing Our Blinders
Blinders restrict our fields of vision. Sometimes, blinders are helpful, perhaps necessary. When we need to focus intensely, minimizing distractions, blinders are very helpful. Imagine a founder, building an innovative new product, Purposely putting on blinders, eliminating distractions, perhaps ignoring naysayers can be critical to the successful launch of the product. Or if we are […]
Fighting Fires……
Those of you who know that I live in California might be thinking, “Has Dave been impacted by the fires?” I’m in Northern CA, we do worry about fires (I have my go bag and lists at the ready), but I’m not directly impacted by the tragedy we see in Southern CA. This post is […]
The Continuing Decline Of Our Expectations…..
Over the past several weeks, I’ve been involved in a number of very disparate conversations. Mostly, focused on various aspects of our business, GTM, selling and other strategies. They all tended to look at various issues around performance, how we attract and engage customers, how we service and develop them. While each one of them […]
“It’s Not A Numbers Game, It’s A Human Game!”
Anyone entering into selling immediately sees the obsession we have with numbers. We are focused on hitting our revenue goals, not just by the end of the year, but quarterly and monthly. Recognizing revenue is a trailing metric, we become obsessed with things that tell us whether we will achieve those goals. We become obsessed […]
“If You Can’t Do It Yourself……”
“If you can’t do it yourself, you probably shouldn’t be using AI!” This was a brilliant observation by James Pursey in an outstanding seminar on AI in sales. The only modification I would make would be to say, “If you can’t do it excellently yourself, you probably shouldn’t be using AI!” James gets at the […]
Doing Our People’s Jobs……
One of the biggest mistakes I see too many managers make, is they dive in and start doing their people’s jobs. The motivations for this range from being well intended to malicious. We have all seen the managers believing they are the best sales people in the world, sweeping their people aside, playing “Superseller” in […]
Coaching Our Customers
I recently wrote an updated version of “What Is Coaching?” In it, I focused on how leaders coach and develop their people. At the end of the article, I had and Afterword, suggesting the same principles used in high impact coaching within our own organizations should be applied in working with our customers. I want […]
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