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.
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.