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
What Business Problem Is Your Customer Solving? How Do They Solve It?
What business problem is your customer solving? Hopefully, it’s the problem you are the best in the world at solving. If it isn’t, you are wasting your and the customer time. If I pose this question to sellers, the responses I get are usually about what their products do. Mostly it’s descriptions of features, functions, […]
Collaborative Conversations, How Do We Have Them?
Collaborative conversations are at the core of about everything we achieve in business. They are the core of great coaching conversations. They are the foundation of high impact conversations with our customers. We, me included, tend to be very glib about these. We tend to talk about them, assuming everyone immediately knows what what we […]
The Pipeline Generation Problem…
Building and maintaining robust/healthy pipelines is a problem with most organizations. Virtually every organization seems to be struggling with this. And if my social feeds are any indication, filling anemic pipelines is the number 1 problem facing organizations. My email is filled with endless outreaches. I get texts from people/numbers I have never encountered. By […]
Do You Really Understand Your Customers’ Problems?
We are trained on what our products do. We know their capabilities, features and functions. We may know the “problem” they solve. They might improve productivity or efficiency. They might help our customers reduce costs. They might give them capabilities they currently don’t have. But does this mean we really understand our customers’ problems? Our […]
The Power Of A Word…..
Disclaimer: This post starts in full “snark” mode. Read at your peril. Reading my feeds this weekend, I realized how badly I have been missing things. One word, one principle recurred. The solution to everything we do. The single word that would transform organizations, enabling us to hit our numbers, perhaps even exceed them. If […]
Where Our Sales Process Execution Gets Derailed
It’s early September. It seems my calendar is filled with with deal and pipeline reviews. Everyone’s scrambling to finish Q3 and lining up to have a strong year end finish. It’s Thursday, 9/7, in just the last 24 hours, I’ve done reviews with teams in China, Australia, Sweden, Spain, Israel, Canada, and all over the […]
We Thrive Because We Are Cooperative
I read a fascinating editorial by David Brooks, People Are More Generous Than You May Think. A line stood out, “Humanity hasn’t thrived all these centuries because we’re ruthlessly selfish; we’ve thrived because we’re really good at cooperation.” I had to re-read the article a few times, but it gradually sunk in. As I reflect […]
The Inefficiency Of Human Interaction
Human interaction is remarkably inefficient. It’s downright sloppy. We come into conversations with our own biases, hopes, dreams, beliefs, values, fears, experiences, points of view, and goals. We engage others, each with their own biases, hopes, dreams, beliefs, values, fears, experiences, points of view, and goals. And each person in a conversation brings these factors […]
Every Business Is A “Recurring Revenue” Business
The rise of SaaS and other subscription based businesses has created a series of discussions around “recurring revenue” and how those business models differ from non SaaS or subscription based revenue models. While, I’m a big fan of Winning By Design’s “bow tie model,” virtually every business has a bow-tie revenue model, with many having […]
Do We Really Understand Performance Failure?
My feeds are filled with data and stories of selling failures. “Our people aren’t prospecting enough! They aren’t keeping healthy pipelines/funnels! They aren’t winning enough deals! They aren’t using the tools! They aren’t making quota!” It’s so easy to blame our people for bad sales performance, but are we assigning the responsibility correctly? Is the […]
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