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 Do We Invest So Heavily In Losing?
Yes, we are almost at 2025 year-end. I suspect many are rushing to close those last few deals, hopefully making the number. But as we start looking at the New Year, I wanted to pose a question, something to think about as you start looking to the New Year and chasing a new set of […]
Walking The Talk, Why I Refused To Settle…
It is easy to write about high performance; it is much harder to live it when things go wrong. I set a hard commitment to publish my new book. Is “Good Enough” Good Enough, this past Wednesday. But as the date approached, I realized I was staring at a 250-page unformatted manuscript and I was […]
“A Tale Of Two Sellers…”
Recently, I did a deep dive into the performance of two sellers at one of my clients. The client and I wanted to understand exactly what drove the performance differences between them. On the surface, they looked identical. They had similar backgrounds and experience levels. Their territories were nearly the same, mostly focused on new […]
I Can Tell You The Quality Of A Sales Organization Just By……
My good friend, Keenan, started a fascinating conversation on LinkedIn. His post was a simple picture. I made a comment, “Keenan, I’ll see you and raise you, I can tell the quality of the organization by sitting in on one team pipeline or forecast review 😁” Mark Hunter added, “David Brock Drop the mic and […]
The One Thing That Matters Most
Not long ago, I was speaking to a group of executives. Someone asked, “What is the single skill you look for in hiring a seller?” I suspect they were thinking that I’d respond with something like, prospecting, closing, managing deals, building pipeline, relationship building, or any number of other important skills. My response surprised them, […]
Saving Time Is The Wrong Goal For AI
Virtually all the “hot tips, prompt cheats,” and other insights into AI focus on saving time. We want AI to do the work for us, so we can better spend our time elsewhere. Ironically, when I ask people how they are now spending their time, they shrug their shoulders and say, “More of the same….” […]
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 […]
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