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
If You Couldn’t Talk About Your Product, Could You Have A High Impact Customer Conversation?
Often, I challenge clients with the following: “In your initial meetings with your prospects/customers, you can’t talk to them about your products or solutions! Even if they ask you?” The question inevitably arises, “Well what do we talk to them about?” And this is the critical issue. Can we only engage our customers in the […]
Success Is Our Greatest Obstacle To Growth!
This is inspired by a post from my good friend, Tobia La Marca. He wrote The Mastery Trap, it’s outstanding, please read it. As I reflected on his article, I started thinking, “This is about how we define success.” I moved on to the idea: “We confuse being successful with being as good as we […]
Can Your People Talk With Your Customer?
Reading the title, many of you may be scratching your heads, thinking, “Dave, of course they talk to customers. We measure it every day. What’s the deal?” There are two critical words in this title. The first is “Can,” the second is “With.” Let me start with “with” before I address can. I know it’s […]
The Cost Of Judgment
I struggled to write this post. At first I tried to parse good, bad, abdicated judgment. The cost of compliance versus the cost of developing our capabilities. It became a very complex discussion, something resembling ROI analysis, except without the numbers. The argument became very abstract. After a few drafts, I finally realized I was […]
Time Isn’t The Scarce Resource
For years, we have treated time as the scarce resource. For most sellers and leaders, the scarce resource is judgment and attention. Stated differently, we have misunderstood what productivity means. I’m deluged daily with prospecting emails and things in my feed about “saving time.” For years, we’ve had increasing automation, mostly oriented to saving time. […]
Sensemaking V2.0
For years, we’ve known our customers are overwhelmed with information. Where information scarcity had been a problem, which caused customers to invite sellers into their offices, for the past 10-15 years, it’s been the opposite. Customers are overwhelmed. Sensemaking was created for sellers to help customers deal with the information overload. It enabled sellers to […]
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 […]
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
