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In this episode, Dave Brock returns to The Art and Science of Complex Sales to explore what actually drives sales excellence.
Sales organizations invest heavily in processes, training, CRM, coaching, metrics, and AI. But those mechanisms alone do not explain why some salespeople consistently outperform others.
Drawing from his book The DNA of Sales Excellence, Dave explains why the missing piece is often the mindsets and behaviors that make those systems work.
In this episode, you’ll learn:
- Why tools and training alone do not create top performers
- What Dave means by the DNA of sales excellence
- How mindsets and behaviors connect to sales mechanisms
- Why CRM adoption requires more than training and enforcement
- How curiosity changes the way salespeople use AI
- Why AI amplifies the quality of the thinking behind it
- How leaders can recruit and develop for the right behaviors
Listen in to learn how sales organizations can connect people, processes, and technology to create more consistent performance.
About Dave Brock:
What would you expect of an idealistic graduate of UC Berkeley? Dave is driven by the mission of helping each individual and organization achieve their dreams, exceeding what they ever believed possible.
A theoretical physicist joining a four-person startup, right out of college; Dave soon learned there is a lot more to business success than a great idea and hot product. After failing in that start up, he got his MBA, then went to the “dark side,” selling mainframe computers to large banks and investment companies in New York City.
Dave progressed to executive leadership roles in high technology giants, also, was on the founding team of two successful technology startups with current market cap exceeding $50 Billion. He led the successful turnarounds of several companies, before starting Partners In EXCELLENCE.
He’s a popular guest on numerous podcasts, webcasts, and as a speaker; known for his ruthless pragmatism.
Dave is the author of the bestselling Sales Manager Survival Guide and the upcoming Sales Executive Survival Guide. Additionally, he’s a prodigious and provocative blogger.
Personally, Dave is an avid road-biker, struggling triathlete, and sailor.
Blog: https://partnersinexcellenceblog.com/
The DNA of Sales Excellence: https://partnersinexcellenceblog.com/the-dna-of-sales-excellence/
