David Brock is the Founder and CEO of Partners in EXCELLENCE, helping organizations and individuals improve their sales performance to outperform and outsell their competitors. Partners in EXCELLENCE has a global presence, supporting clients in every continent, with experience in several industries. David is also the author of Sales Manager Survival Guide (2016), addressing the challenges and responsibilities faced as a front-line sales manager.
Join us as David shares insights on a variety of topics, including the role and critical importance of a front-line sales manager, how to focus our time and effort in coaching a sales team, and how to have better conversations with clients and prospects.
Highlights
- Why how you sell is more important than what you sell
- How the In The Funnel events are different from other trainings
- What is Dave’s journey in professional sales like
- How the sales execution framework addresses and focuses on the fundamentals
- What the Sales Manager Survival Guide is all about
- Why the focus of the CRO is very different from other C-level roles
- What are the core principles that helped Dave and his team in coaching and helping others become better coaches
- How much time managers are spending preparing for coaching
- What is the highest leverage that the managers have in driving the performance of the team
- How the preparation process should be when it comes to implementing a high-impact coaching discussion
- How to create value for the customer from a sales point of view
- What drives customer loyalty and value creation
- How to learn more about Dave Episode Resources
- Connect with Mark Cox
- https://www.inthefunnel.com/
- https://ca.linkedin.com/in/markandrewcox
- https://www.facebook.com/inthefunnel
- markcox@inthefunnel.com
- Connect with David Brock
- Sales Manager Survival Guide (2016)
- https://partnersinexcellenceblog.com/
- https://www.linkedin.com/in/davebrock/
- https://twitter.com/davidabrock
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