David Brock, Author at Partners in EXCELLENCE Page

Author: David Brock

How Do They Make Money, Part 2
Posted on February, 2014

Recently I wrote, How Do They Make Money. It focused on understanding how our … [Read more...]

February 11, 2014 by David Brock 6 Comments

No, I'm not talking about you, I'm talking about your customers. At the core of … [Read more...]

February 11, 2014 by David Brock 6 Comments

Recently, someone wrote me saying: "I have absolutely no idea how you have … [Read more...]

I'm always amused by the games that go on as managers conduct pipeline and … [Read more...]

As sales people, our focus is to convince the customer to buy our solution. We … [Read more...]

There are not many things that cause me to come unglued. But there are two that … [Read more...]

I was reviewing a large deal with a sales team recently. They were struggling … [Read more...]

Some years ago, there was a lot of discussion about Customer Intimacy-----no, … [Read more...]

I'm a current customer. I want to buy something from you, it will increase the … [Read more...]

A client called me up stating, "I need to hire a rainmaker." He is the CEO of a … [Read more...]