The DNA of Sales Excellence: How to Make Your Initiatives Actually Work
Language: English
Published by KCD Press, 2026
- Softcover
- Used
Seller: HPB-Movies, Dallas, TX, U.S.A.HPB-Movies
AbeBooks seller since September 15, 2017
Condition: Used - Very good
£ 5.44
Quantity: 1 available
Add to basketItem description from seller
Connecting readers with great books since 1972! Used books may not include companion materials, and may have some shelf wear or limited writing. We ship orders daily and Customer Service is our top priority.
Seller Inventory # S_476241871
- Title
- The DNA of Sales Excellence: How to Make Your Initiatives Actually Work
- Author
- Brock, Mr. David A,Anthropic, Claude
- Publisher
- KCD Press
- Publication year
- 2026
- Condition
- Very Good
- Binding
- paperback
- Language
- English
- ISBN 10
- 099756024X
- ISBN 13
- 9780997560244
Every year, organizations invest billions in sales training, technology, methodologies, and coaching programs. Most of it quietly fails.
Not spectacularly, that would at least provide clear lessons. It fades. The training gets forgotten. The CRM becomes a data graveyard. The methodology degrades into checkbox compliance. And eventually, cynicism sets in: "We've seen this before. This too shall pass."
In The DNA of Sales Excellence, thirty-year sales performance veteran David A. Brock reveals why this happens and what to do about it.
The answer lies in a powerful metaphor drawn from biology. Like DNA itself, a high-performing sales organization requires two intertwined strands: behavioral capability (the mindsets and behaviors people bring to their work) and organizational mechanisms (the tools, processes, training, and systems designed to scale performance). Most organizations develop only one strand, the mechanisms, while neglecting or assuming the other. The result is a single-helix organization: elaborate systems spinning in isolation, activity without excellence.
This book shows you how to build the double helix, and the critical rungs that connect the two strands into an integrated, self-reinforcing structure.
You'll learn:
- Why well-designed initiatives fail and what's actually missing
- The eight behavioral capabilities that determine whether mechanisms deliver results
- A systematic five-phase integration methodology that works for any initiative
- Specific playbooks for training programs, sales process, technology, metrics, coaching, and change management
- How to turn the lens outward and become your customers' change partner by helping them build their own double helix
- How AI amplifies — rather than substitutes for — human development
- How to recognize and recover when the helix begins to drift
The double helix doesn't just prevent failure. It compounds. Each initiative builds behavioral capability that strengthens the next. Each mechanism implementation creates connections that make subsequent implementations more effective. The helix spirals upward, creating an accelerating advantage that single-helix competitors cannot replicate.
Building the double helix isn't complicated. It's systematic and learnable. This book gives you the model, the methodology, the playbooks, and the roadmap to make it happen, starting Monday morning.
A Partners in EXCELLENCE Collaborative Project — co-authored with AI as a working demonstration of human-AI collaboration in practice.
"Synopsis" may belong to another edition of this title.
HPB-Movies
Dallas, TX, U.S.A.
AbeBooks seller since September 15, 2017
Shipping rates within U.S.A.
| Item | 4 to 14 business days | 2 to 4 business days |
|---|---|---|
| First item | £ 2.83 | £ 6.80 |
Payment methods
Store description
Half Price Books has been connecting readers to great books since 1972. Customer service is our top priority.
Seller's business information
Half Price Books, Records, Magazines, Inc.
5803 East Northwest Highway
Dallas, TX U.S.A. 75231
Right of withdrawal
If you are a consumer you can withdraw from the contract in accordance with the following. Consumer means any natural person who is acting for purposes which are outside his trade, business, craft or profession.
Information regarding the right of withdrawal
Statutory right to withdraw
You have the right to withdraw from this contract within 14 days without giving any reason.
The withdrawal period will expire after 14 days from the day on which you acquire, or a third party other than the carrier and indicated by you acquires, physical possession of the last good or the last lot or piece.
To exercise the right of withdrawal, electronically fill in and submit a clear statement on our website, under "My Purchases" in "My Account". We will communicate to you an acknowledgement of receipt of such a withdrawal on a durable medium (e.g. by e-mail) without delay.
To meet the withdrawal deadline, it is sufficient for you to send your communication concerning your exercise of the right of withdrawal before the withdrawal period has expired.
Effects of withdrawal
If you withdraw from this contract, we will reimburse to you all payments received from you, including the costs of delivery (except for the supplementary costs arising if you chose a type of delivery other than the least expensive type of standard delivery offered by us).
We may make a deduction from the reimbursement for loss in value of any goods supplied, if the loss is the result of unnecessary handling by you.
We will make the reimbursement without undue delay, and not later than 14 days after the day on which we are informed about your decision to withdraw from this contract.
We will make the reimbursement using the same means of payment as you used for the initial transaction, unless you have expressly agreed otherwise; in any event, you will not incur any fees as a result of such reimbursement.
We may withhold reimbursement until we have received the goods back, or you have supplied evidence of having sent back the goods, whichever is the earliest.
You shall send back the goods or hand them over to HPB-Movies, Carrollton, Texas, U.S.A., +1 800-883-2114, without undue delay and in any event not later than 14 days from the day on which you communicate your withdrawal from this contract to us. The deadline is met if you send back the goods before the period of 14 days has expired. You will have to bear the direct cost of returning the goods. You are only liable for any diminished value of the goods resulting from the handling other than what is necessary to establish the nature, characteristics and functioning of the goods.
Exceptions to the right of withdrawal
The right of withdrawal does not apply to:
- The delivery of newspapers, journals or magazines with the exception of subscription contracts; and
- The supply of digital content which is not supplied on a tangible medium (e.g. on a CD or DVD) if you accepted when you placed your order that we could start to deliver it, and that you could not withdraw once delivery had started.