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
Do I Care?
Mitch Little read my recent post on competing to lose 80-85% of our deals and responded with something that stopped me: “Your analysis is spot on. You clearly outline how to succeed. Now how do we light that fire?” He went further: “If people do not truly care, but only go through the motions, we […]
Is AI Making Our People More Capable Or More Efficient?
News about AI tools fills all my feeds and most of my conversations. New tools/use cases emerge almost hourly. Surveys show 94% of companies are “using” AI in some way. In GTM, AI is hitting everything we do. Our outbound messaging and emails, our pre-call research, conversational intelligence, performance dashboards, and too many to mention. […]
What If The Sales Process Helped Customers?
The sales process is critical to navigating our way to winning each deal. We have carefully crafted stages, each identifies critical activities and exit criteria. All targeted to the close and a PO. Each is carefully structured, focusing on our activities and our progress. Did we qualify them? Did we conduct the discovery call? Did […]
When Performance Problems Aren’t Obvious—Yet!
Preface: This is much longer than my usual posts, but this is such an important issue–and success tends to hide it. I was talking with a CEO recently. Her company was hitting plan. Customer retention was solid. The team seemed engaged. By every measure that matters, things were working. “So what’s the problem?” I asked. […]
Why Benchmarking Fails
Benchmarking other organizations, identifying best practices has been a cornerstone of business strategy for decades. It gives us the opportunity to study how others get things done, to learn, and to adapt what we’ve learned into our own organizations. We benchmark our competitors, their strategies, and products. Or we look at the very high performing […]
Protect Your Focus!
Tobia La Marca said something fascinating a few weeks ago (he says a lot of fascinating things). A sentence stood out: “Protect Your Focus.” It’s particularly ironic that at this moment, I’m jumping between writing this article, looking at an email that just arrived, thinking about a meeting in an hour, and seeing alerts creeping […]
Customer Service Or Lip Service?
We know, or at least I thought we did, the importance of customer service and their experience. It’s critical in so many ways. Go to company’s website. All of them proclaim, “the customer is first, customer experience is our number one priority, we are here to serve our customers, we value our relationships with our […]
CUSP, Leading by Serving, When Outcomes Matter Most
One of the biggest influences in my thinking and in writing Is “Good Enough” Good Enough, Mindsets and Behaviors for Sales Excellence is my good friend Mitch Little. In some ways, we are “brothers from separate mothers,” though he is far better at golf and photography than I am. Mitch just came out with a […]
Sale Excellence, Where Do You Start?
Since releasing Is ‘Good Enough’ Good Enough, I keep hearing the same question: “Where do I start?” I get it. The book lays out seven mindsets and behaviors for moving from mediocrity to excellence: Curiosity, Purpose, Accountability, Learning, Customer-Centricity, Embracing Change, and Discipline. It is overwhelming! It’s like being confronted with a map of the […]
What Are You Willing To Struggle For?
Ask any salesperson if they want to hit the President’s Club, make more money, and build a strong career they are proud of. Everyone will immediately respond, “Of course! I want to be the top performer!” Nobody wants to be mediocre, but why do so many settle for it? Stated differently, we settle for mediocrity […]
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