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
RevOps Can And Must Do Better!
It’s “strategic planning season” for many companies. I sit in countless discussions and reviews, led by RevOps teams. They are presenting the strategic goals and numbers for the coming year. In addition, there have been a lot of RevOps conferences, where these leaders talk about developing the function. While none of these discussions have been […]
Read MoreThe “Things We Don’t Want To Do”
Regardless our role, there are certain aspects of our jobs we don’t like. They are the things we don’t like or want to do. They vary for each of us. For individual contributors, it may be prospecting, admin tasks, researching our customers, managing our pipelines, dealing with all the minutiae of moving deals forward, and […]
Read MoreWho Is This Important To?
We are taught to “call high.” We want to reach the top executives in an organization, getting their support in buying our solutions. In our best days, we have articulated a business case about the impact of our solutions. “We can reduce costs by $10M. We can reduce swelling admin time by 20%, we can […]
Read MorePushy Vs. Pushing, A Matter Of Context
Sellers are too Pushy! Customers always seem to move more slowly than sellers want. They wander, waste time that sellers don’t have. Sellers are anxious to move things forward! Get the meeting, get the demo, get the order! Sellers have always been known for being pushy, we as sellers recognize it, we high five each […]
Read More“Getting Out Of The Building……”
Steve Blank has a concept he calls, “Getting out of the building.” Tom Peters has written about a similar concept, MBWA–Management By Walking Around. These are similar approaches focused on how we really get to know and understand our customers, it’s seeing them in their “natural habitats.” Much of my career has been built on […]
Read More“The Illusion Of Service”
I was at one of my favorite restaurants. I’ve become somewhat of a regular, they seated me at my normal table, my favorite server was waiting on me. But something was really off that evening. The restaurant wasn’t that full, the wait staff were busy, but service was really slow. My server is normally on […]
Read More“We Don’t Finish Enough Things……”
Growing up, my parents constantly reminded me to finish things, “Eat everything on your plate…….. Make sure you finish your homework….. You haven’t finished putting things away…..” That bad habit has persisted for decades. I look at the books piled on my desk, over a dozen–half finished. Two books I’m writing, almost finished. Any number […]
Read MoreSeek First To Understand…..
The 7 Habits Of Highly Effective People was originally published on August 15, 1989. Habit 5 starts with, “Seek first to understand……” It’s foundational to everything we do, whether in our business, community, or personal relationships. Yet it seems to be one of the most difficult habits to live by. And it is one of […]
Read MoreOur Customers Don’t Care About How We Want To Sell To Them!
We engage in endless debates/discussions about our GTM strategies and how we want to sell to our customers. We argue about approaches, methodologies. We endlessly debate things like PLG, land/expand, should we use SDRs/BDRs, the roles of AEs/AMs, technologies to extend our outreach and improve our productivity, the use of AI agents, channel/partner strategies, how […]
Read MoreThe “Tell Me More” Problem
LLMs are providing sellers the opportunity to reshape their engagement strategies. Ideally, enabling higher impact first conversations. We can ask the LLM to research the organization, identifying the key issues the company is facing. We can ask the LLM to write a relevant prospecting letter focusing on a certain persona. We can ask it to […]
Read MoreTestimonials
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