David Brock, Author at Partners in EXCELLENCE Page

Author: David Brock

"Target Close Date" Integrity
Posted on December, 2016

Bob Apollo wrote an outstanding post, Where Did That Close Date Come From? He … [Read more...]

December 5, 2016 by David Brock 1 Comment

Somehow a packed calendar/agenda seems to be an indicator of our "success." We … [Read more...]

I've always thought sales is more science than art. I believe selling is a set … [Read more...]

Please forgive a momentary departure from my commentary on the state of … [Read more...]

Why do so many prospecting calls start with the questions, "Are you happy … [Read more...]

Too often, we look at a person's title, CEO, EVP, SVP, C-Level something or … [Read more...]

It's oddly ironic, we never seem to take the time to do things right. We … [Read more...]

November 28, 2016 by David Brock 2 Comments

I have lots of different conversations with sales executives. They cover any … [Read more...]

Recently, I had the privilege of speaking to Noah Goldman on the Enterprise … [Read more...]

I was listening to a "discovery call." It wasn't much different than any other … [Read more...]