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Posts by David Brock

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.

Sales Dashboards, KPIs Alone Won’t Improve Your Company’s Performance

Sales dashboards and data are meaningless unless you understand and use the data within. David Brock explains.

The Future of Sales is Virtual

The future of sales is tied to changing customer behavior, reducing complexity and increasing value – not necessarily specific technologies.

Who Are Your Target Customers (Now)?

Too often, our marketing attempts to reach everyone who fogs a mirror. Instead of casting a wider net — focus on where you can have the biggest impact.

Sales Prospecting Tips Amid the Pandemic

There are big technology sales opportunities amid the coronavirus pandemic. But we need to be very focused & selective with those we prospect.

Pricing vs. Discounting Strategies: Do You Know the Difference?

People confuse pricing strategies and discounting. They are different! And it’s important to understand that difference as part of your sales and value creation efforts.

Customer People

Role Clarity for Sales People: 20 Questions to Consider

Sales team members need to understand their jobs/roles–not just the activities, metrics & compensation plan. They need a deeper understanding & context.