David Brock, Author at Partners in EXCELLENCE Page

Author: David Brock

Funnel/Pipeline Games
Posted on October, 2013

The funnel/pipeline is a fundamental tool for sales professionals and managers. … [Read more...]

Sometimes I think managers leaders aren't as impactful as we can be because we … [Read more...]

Many of you know that I spent much of my career in IBM, starting as a sales … [Read more...]

Anyone familiar with the work of Eric Ries in the Lean Startup or Steve Blank's … [Read more...]

September 29, 2013 by David Brock 6 Comments

The job of the sales leader is to maximize the performance of the organization. … [Read more...]

September 27, 2013 by David Brock 19 Comments

I'm receiving a surprisingly--and disappointing---large number of "unusual" … [Read more...]

September 27, 2013 by David Brock 2 Comments

I was asked my opinion on the rapid proliferation of Sales 2.0 tools by a … [Read more...]

September 25, 2013 by David Brock 6 Comments

Sometimes we become so task focused, we lose site of the bigger picture and what … [Read more...]

I watch a lot of sales people and managers doing the job. Often, they seem to … [Read more...]

September 21, 2013 by David Brock 11 Comments

Prospecting is critical to our success as sales people. We need to find new … [Read more...]