The Importance of ‘Flow’ In Selling
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David Brock takes inspiration from his own Tai Chi practice to explain why flow is such an important concept in the sales process.
Would You Buy From Your Sellers?
Do you know how your sales/marketing organization is targeting customers? If you don’t, David Brock explains, you may not like what you see.
Why Do We Call Them Customer Objections?
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Customer objections don’t have to be adversarial. Instead, David Brock believes they can open up more fulfilling conversations.
Predictable Revenue and Wild Sales Team Guesses
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Partners in Excellence’s David Brock believes there’s a better way to make sales deals and revenue much more predictable.
The Great Customer Resignation
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Like our employees, our customers are looking for meaning in their relationships with businesses, as David Brock explains.
How Customers Qualify Technology Partners
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Customers are constantly qualifying sales people. David Brock explains why it’s critical to earn the right to continue being considered.
Why Are We Satisfied With Poor Win Rates?
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David Brock asks why sales leaders aren’t alarmed by poor win rates, and why they aren’t seeking to drive those rates higher.
Top Sales Leaders Do More of This
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Top performers do a lot of the same things that poor performers do, so what drives the difference? David Brock explains.
Technology Sales Proposals: Which Decision Maker Said No and Why
Consensus isn’t just about everyone saying yes, it’s the avoidance of saying no. Partners in Excellence’s David Brock explains.
In Praise of ‘Lazy’ Salespeople
There’s more to success than just hard work or the ability to overcome adversity. David Brock admires ‘lazy’ salespeople who work smarter, not harder.
