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
Why We Settle (And How To Stop)
You want to pursue excellence. You know you should. You’ve read the books, attended the training, made the commitments. So why don’t you? This isn’t a question about knowledge. You know what to do. It’s not about capability. You can do it. The question is why capable people, who genuinely want to be excellent, keep […]
A “Salesperson,” The Reputation We Have Earned
My friend, Lori Richardson, published a post on a debate she had with her dentist on salespeople. Describing salespeople, he made the statement, “Yea, those folks that lie and rip people off.” While that phrasing may be extreme, unfortunately we hear things like that every day. I’ve been a seller or deeply involved in selling […]
The End Of Year Scramble
It’s the near end of the year. In addition to preparing for the Holidays, you are scrambling to make your numbers. For a small few, you’ve got it in the bag, you may even be putting a few orders in your desk drawer for a fast start in January. But for most, it’s a scramble, […]
Our Use Of AI As A “Performative” Tool
There is a fantastic theatrical organization in my community, It’s called the B-Street Theatre. They bring in talent from all over the country to perform in fantastic mostly comedic shows. As a “patron,” every once in a while I get invited to a dinner with some of the performers. We talk about the shows, how […]
Stop Copying What High Performers Do, Copy How They Think
We are constantly examining high performers, whether it’s individuals or organizations. We study what they do, thinking if we do the same things we can be high performers as well. We examine the GTM strategies of organizations that have scaled to unicorn status, convinced that if we do the same, we can scale like they […]
AI Won’t Make You Excellent, It Will Only Make You More Of What You Already Are
Last week, I published the first of a series of posts, oriented around my upcoming book, “Is ‘Good Enough’ Good Enough.” It should hit the shelves in mid December. That post focused on “What Is Sales Excellence?” In that article, I asked whether sales excellence is really about results, or about something deeper—mindset and behaviors. […]
Meetings Slowing You Down?
Opened my inbox and was hit with an email titled, “Meetings Slowing You Down?” It was a vendor, offering an alternative to the painful process of sitting across a table from someone and trying to achieve a shared goal. This isn’t new, we use emails, texts, voicemails (I think I remember those), short videos, all […]
Losing Our Entry Level Jobs!!!
We are inundated with news of layoffs and reductions that, somehow, are attributed to AI. We see predictions of the loss of entry level jobs. In selling, for example, many SDR/BDR jobs will disappear. In marketing, many content/demand gen jobs will disappear. In customer service many of those jobs will disappear. Alarm bells are ringing, […]
Behavioral Steering, Influence Or Manipulation?
We are in the business of behavioral steering. Whether it’s working with our customers, collaborating with peers, or as leaders working with our teams, we constantly seek to shape behaviors. Sometimes gently, often deliberately, sometimes without even knowing that we are doing it. Behavioral steering is the process of designing choices, contexts, or presenting information […]
Urgency Alignment
Recently, I was having a conversation with a group of sellers about ICPs and qualification. During the conversation, we were trying to refine their targeting and qualification. They were relatively sophisticated, but something wasn’t quite working as effectively as they hoped. I introduced the idea of “Urgency Alignment.” I asked, are you and the customer […]
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