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Dabrock submitted the following stories to BizSugar

The Helpful Sales Person

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3925 days ago

We want to establish relationships with our customers. We want to be helpful. But sometimes being helpful isn't helpful--to us in achieving our objectives Read More

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Can Insight Become Commoditized?

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3926 days ago
Made Hot by: seobromino on July 31, 2013 4:03 pm

Forgive me for thinking out loud. Insight--selling with Insight is what everyone is talking about these days. It's an interesting bandwagon, there's money Read More

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How Will The Customer Pay For It?

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3936 days ago
Made Hot by: deanuk on July 22, 2013 9:26 pm

I've written before about how many opportunities we inappropriately disqualify because the customer doesn't have the budget. If you'd like a refresher, look Read More

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Turning Your Value Prop Upside Down

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3937 days ago

We're all proud of our value propositions! We feature them in our web sites, we're trained to brag about them to our customers. Usually, when I hear people Read More

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Pipeline Stench

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3939 days ago
Made Hot by: sundaydriver on July 21, 2013 3:42 pm

Here's an idea for some clever software entrepreneur, add smell to pipeline management software. Sometimes, I really wish we could smell our pipelines, Read More

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Insight, Change, And Value

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3940 days ago
Made Hot by: bloggerpalooza on July 20, 2013 3:30 pm

I've been writing a lot about Insight recently. In the course of the posts, I've gotten really outstanding and intriguing comments, both privately and Read More

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Insight,Co-Creation, And Value

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3944 days ago
Made Hot by: thelastword on July 19, 2013 2:58 am

I wanted to expand on my post, Insight And Co-Creation, and much of my writing on Value Propositions/Creation. Often, I speak of the value we create in the Read More

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Insight And Co-Creation

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3945 days ago

Yesterday, I was talking to one of the smartest sales executives I've ever met. We were talking about, what else, selling with Insight. His team had quietly Read More

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What Do The Numbers Mean?

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3946 days ago

Sales professionals are very numbers focused. Where are we on quota attainment? What revenue is produced today, this week, this month, this quarter? How Read More

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Separating The Challenger Sales Person From Insight Delivery

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3950 days ago
Made Hot by: SimplySmallBiz on July 10, 2013 8:29 am

Isn't this what professional B2B selling is really about? Whether you call them Challengers, Solutions Sales People, Customer Focused Sales People, or any other label. The top performers always take control of the sale. Read More