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
Are We Designing Judgment Out?
I’ve been doing a series of articles about judgment, What It Is, The Costs Of Losing Judgment. This article is likely to hit home to many leaders, managers, Rev-Ops folks. I want to focus on the issue, are we designing judgment out of the work. This isn’t an argument against playbooks, scripts, dashboards, process, or […]
“Everybody’s Talkin’ At Me……..”
Recently, I sat in an AI for Sales conference. It was outstanding. But there was a demo portion of the conference where various vendors were talking about how their tools “helped” sellers. We know the stories, do the research, do the prep, manage the calendars, send the follow-up, do the prospecting, handle the inbound. The […]
The Cost Of Not Developing Judgment
In my last post, I focused on Judgment, what it is, the development cycle. But one could just say, “Yeah Dave, I get it, but so what……?” The “so what” is the cost of not developing our judgment. But it doesn’t stop at our own judgment. There are costs at the team and organizational level. […]
Judgment Starts Where The Analysis Runs Out
Over the past months, I’ve been obsessed with writing about judgment. Whether it is what AI leaves to humans. Or that leaders exercise in developing their teams. Or the judgment an individual exercises in the moment of engagement with a customer. Judgment is the differentiator in how we get things done when uncertainty and risk […]
The Answers Are Easy, The Best Answers Are Tough, Implementing Them Is The Real Work
My feed is filled with answers. Gurus and experts constantly say, “Do this and solve your performance problems in the next quarter!” One, constantly posts, “I can redesign [X] role in 30 days.” These are often followed by prompts for AI to develop and tune the answers. I suspect this individual has never held many […]
The Death Of Sales Management
It must seem strange to see the author of The Sales Manager Survival Guide writing about the death of sales management. Clearly, something is off. Even worse, I’m cheering this on! Before you burn your copies of the book or take any other rash actions, let me explain myself. The job of the sales manager […]
A New Game Show, “Seller’s Jeopardy”
I was at a party recently, for some reason people started talking about TV Game Shows. They started talking about Jeopardy, particularly the Alex Trebek days. I’ve never been a big game show person, to tell you how off target I was, as they were talking about Alex’s hosting, I kept thinking, “Well what about […]
What Do Chefs And Great Food Have To Do With B2B?
I used to think fine dining meant which dipping sauce I chose for my French fries. Then I met my wife. Kookie had an amazing palate and talent with food. First, she introduced me to NYC restaurants like Le Bernardin, Lutèce, Le Cirque, and later, Chez Panisse in Berkeley. She had gotten to know many […]
AI Puts Us At The Edge Of A Chasm…..
AI is better than your SDRs. That’s true. And it’s beside the point. A writer I follow published a piece this week that I’ve now read three times. Not because it’s wrong, because it’s honest, and because it stops one sentence short of what really matters. He describes watching an AI agent book fourteen qualified […]
If We Sell Change, Why Don’t We Change?
The whole purpose of every GTM organization is to convince our customers to change. Whether it’s a new way of doing things, an ability to address a new opportunity, or replacing what they currently use with our own products. Everything we do is oriented around helping our customers challenge the status quo, build the case […]
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
