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
Words And Language Matter
Every week, I’m speaking with clients and colleagues around the world. Clients in Europe, the Nordics, Franc, Germany, Spain, Italy, the UK. Clients in India, China, Japan, Korea and other countries. Clients in Brazil, Chile, Argentina, and Mexico. Clients in Australia and New Zealand. And clients across North America. Fortunately, those conversations are usually conducted […]
Let Me Pose A Hypothetical Question…
What if we rethought our conversations–with our customers, with our own people? What if we thought, about why the best conversations don’t start with answers? Or they don’t start with agenda led questions? Or they may not start with an insight? What if we weren’t driven to focus on proving our value, convincing the customer […]
Selling Isn’t Easy, So Why Do We Keep Hitting The Easy Button?
We all know that selling is hard. It’s not just that buyers are overwhelmed, it’s not just the disruption/change everyone faces, it’s not the unpredictability we and our customers face. Just doing it right takes effort. Focus, discipline, mastery, relentless execution. Knowing this, why do we keep looking for the shortcuts? Why do we look […]
“8 Hours Of Work In 20 Minutes”
I used to think I was productive. Then I discovered how much more productive I could be–like how I use AI tools like ChatGPT. At least that’s what of one of LinkedIn’s many AI/Sales gurus has taught me. This individual has decided AI is key to our success (I don’t disagree). In his work and […]
When Verbs Turn To Nouns
John Dougan posted something interesting on LinkedIn (There is so little interesting in LI that I treasure the moments when I find something.). It was his struggle with the word Enablement and the concept of what Sales Enablement has become. And John runs sales enablement at a great organization. It got me thinking about something […]
Close But No Cigar…..
According to ChatGPT, the term, “Close but no cigar,” originated in the 1920s-30s. Apparently at carnivals and fairs, cigars were given out as prizes for things like shooting galleries, ring toss, dart games and so forth. When someone missed the mark, the carnie would yell, “Close but no cigar.” We’ve seen the term used for […]
Discovery, A Product Pitch In Disguise!
Great discovery is foundational to understanding our customers and their needs. Too often, we skip it, instead rushing to pitch our products. When we do some nominal level of discovery, it’s actually a product pitch in disguise. Our questions aren’t oriented to understanding their needs or what they seek to change. Instead they steer the […]
How Customer Centricity Gets Lost In Our Metrics
As revenue operators, our job is to find and close customers. Whether it’s net new customers, retention/renewal, expansion. We measure our success based on hitting our revenue and profitability goals. Even when we claim to be customer centric, too often, we organize our GTM motions and measure our success in ways that make customers collateral […]
“Time To Customer Acumen…..”
Preface: This is long and very nerdy. But I think it’s important to share the details of this fascinating research project. We struggle with the idea of, “How do we develop better business acumen with our sellers? How much time, how much investment, when will we see the results? What this project shows is “Time […]
“Solve For” Vs. “Solve With,” The Real Role Of A Seller
Theoretically, we have solutions to our customers’ problems. Unfortunately, we tend not to focus on these, we tend to pitch the solutions, without knowing if the customer has the problem we solve, or really understanding that problem and what it means to them. We train our people to “solve the problem.” In their best engagements, […]
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