"David Brock" Posts

Who’s Coaching Your Customers?

Are you pitching technology products & managed services too much, and coaching your customers too little? David Brock offers corrective guidance.

Rethinking the Sales Process

David Brock explains how to address the profound shift in buying, with customers preferring digital engagement channels to sales engagement.

“Free” is Meaningless if the Customer Doesn’t Care

If the customer doesn’t have the problem you solve, deeply discounted or free offers are meaningless, David Brock explains.

2021 Technology Sales Planning: Are the Right Hand And Left Hand In Touch?

Channel management and sales teams often develop great sales plans. But failure to coordinate those plans often leads to revenue challenges.

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 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.

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.