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
• [email protected]
• Connect with David Brock
• Sales Manager Survival Guide (2016)
• https://partnersinexcellenceblog.com/
• https://www.linkedin.com/in/davebrock/
• https://twitter.com/davidabrock