Predictable Revenue and Wild Sales Team Guesses
Partners in Excellence’s David Brock believes there’s a better way to make sales deals and revenue much more predictable.
Why Are We Satisfied With Poor Win Rates?
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
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.
The New, Modern Sales Process for Technology Services
Today’s sales processes have to be designed very differently. David Brock explores the eight necessary elements for success.