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Posts by David Brock

Should You Talk With Customers About Competitors?

Sales people have no business talking about competitors’ products, services and solutions. Partners in Excellence’s David Brock explains.

How to Find and Close Bigger and Better Deals

Don’t get so busy chasing after smaller deals that you miss larger opportunities. Partners in Excellence’s David Brock explains.

How to Measure Sales Performance

Separating sales performance from compensation can help you develop more meaningful metrics. David Brock explains.

How to Engage the ‘Real’ Customers

Are you engaging the right IT stakeholders and target customers in your sales process? David Brock of Partners in Excellence explains.

Sales Leadership: How to Improve Account Planning

Sales pros can improve account planning by connecting their work to their customers’ highest strategic priorities.

How to Compete Without Discounting Prices

Should sales people resort to pricing discounts to win business and avoid lost deals? David Brock of Partners in Excellence offers guidance.

Achieving Sales Goals Through Helping Customers

Salespeople often talk about achieving goals through customers. But what about helping customers achieve their goals? David Brock explains.

How to Help Customers Deal With Uncertainty

Uncertainty is rampant in 2020. Partners in Excellence’s David Brock explains how salespeople can navigate and help customers make sense of it all.

How to Avoid Sales Prospecting Malpractice

Poorly designed, badly executed sales prospecting can tarnish your business reputation. Partners in Excellence’s David Brock explains how to avoid such setbacks.

How Virtual Meetings Impact Sales and Customer Interactions

Remote work enables business continuity, but virtual meetings challenge sales and impact customers’ ability to make buying decisions. David Brock explains.