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Posts by David Brock

Sales Forecasts: It’s About the Deal, Not the Number

Getting forecasting right is about measuring and tracking the right metrics – it’s not about the numbers, but about each deal.

What Virtual Selling Is – And Isn’t

Virtual selling (and buying) are hard to define, but they’re important for ongoing success. David Brock explains.

Technology Sales: Getting Back to Basics

Sales organizations can benefit from a focus on basic principles, thoughtful leadership, sharp execution, says David Brock.

Do Sales Discovery Questions Work?

The “discovery” stage of the buying and selling processes are incredibly important. But do current methods really work?

Sales Coaching: Can You Manage Based on Results?

Can you manage and coach sales teams based on results? Partners in Excellence’s David Brock debunks this common leadership myth.

Value Proposition

Getting Rid of the “Value Proposition”

The concept of “value proposition” should be replaced with “value co-creation.” Partners in Excellence’s David Brock explains.

Can You Coach An ‘Uncoachable’ Sales Person?

Partners in Excellence’s David Brock believes if a sales person is uncoachable, it is not a question of if that individual is terminated, but when.

What’s the Difference Between Good and Bad Revenue?

There’s a difference between “good” revenue and “bad” revenue. Partners in Excellence’s David Brock explains.

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.