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
How Much Time Is AI Saving You?
This question was posed in a LinkedIn survey. It was a fascinating post, questioning whether AI is really saving time. Yet we are inundated with announcements: jobs are being eliminated because AI does more work in less time. My feeds are filled with “success stories.” People using AI for emails for both prospecting and responding. […]
Confident, Decisive, And Wrong!
Every leader I know has more information than they can handle. Dashboards, pipeline reviews, forecast calls, win/loss reports, it never stops. We have more tools and AI to provide more analysis and new insights into this flood of information. Despite this, for the decisions that matter most, those about strategy, people, customers, and execution, it […]
We’re Asking The Wrong Question About AI And Jobs
Every week, we are deluged with articles about the impact of AI on jobs and employment, particularly the disappearance of entry-level roles. Senior executives announce headcount reductions. Analysts publish projections. The concern is real. Data points are cherry-picked; entry-level coding, legal research, consultants dedicated to generating excel charts and powerpoints, accounting/finance, HR, and the list […]
Do We Even Need A Sales Process?
If no one is using our sales processes, do we even need them? Are we just wasting a lot of time? I’ve argued for years that every buyer’s situation is different, every decision process is different. Given that, maybe a sales process is just a distraction. Maybe it’s slowing us down. Maybe it just doesn’t […]
The SaaS Sales Factory Is Broken
Look at most SaaS organizations today and you’ll hear the same language. Activities, velocity, scaling, predictable revenue. The underlying design has always been to build a selling factory; standardized inputs, consistent throughput, scalable output, predictable revenue. Sales strategists and leaders cite Lean Manufacturing and the Toyota Production System as the inspiration. They talk about the […]
Are We Using the Same Map?
Every seller has a map. It’s called a sales process. It has stages, milestones, and exit criteria. It tells sellers where they are, what they should be doing, and where they’re headed. In theory, it’s a GPS for getting from first conversation to a closed deal. While they have this “map/GPS,” based on their best […]
Do I Care?
Mitch Little read my recent post on competing to lose 80-85% of our deals and responded with something that stopped me: “Your analysis is spot on. You clearly outline how to succeed. Now how do we light that fire?” He went further: “If people do not truly care, but only go through the motions, we […]
Is AI Making Our People More Capable Or More Efficient?
News about AI tools fills all my feeds and most of my conversations. New tools/use cases emerge almost hourly. Surveys show 94% of companies are “using” AI in some way. In GTM, AI is hitting everything we do. Our outbound messaging and emails, our pre-call research, conversational intelligence, performance dashboards, and too many to mention. […]
What If The Sales Process Helped Customers?
The sales process is critical to navigating our way to winning each deal. We have carefully crafted stages, each identifies critical activities and exit criteria. All targeted to the close and a PO. Each is carefully structured, focusing on our activities and our progress. Did we qualify them? Did we conduct the discovery call? Did […]
When Performance Problems Aren’t Obvious—Yet!
Preface: This is much longer than my usual posts, but this is such an important issue–and success tends to hide it. I was talking with a CEO recently. Her company was hitting plan. Customer retention was solid. The team seemed engaged. By every measure that matters, things were working. “So what’s the problem?” I asked. […]
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