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Dabrock submitted the following stories to BizSugar

If The Customer Doesn’t Want To Buy, Discounts Won’t Help

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3952 days ago

We've been working with a customer, diligently talking about their problems and concerns. Educating them about our solution. Trying to move them through our Read More

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"We Don't Have The Budget"

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3954 days ago
Made Hot by: NolanGreen on July 7, 2013 5:50 am

In qualifying, perhaps the more appropriate question is, If we can develop a business justified solution (meeting your financial and strategic hurdles), will you fight for the funding for this investment? Read More

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My Best Mentor

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3957 days ago
Made Hot by: NanoTechnologyMedia on July 3, 2013 11:26 pm

I saw a post on this topic today. It caused me to pause and reflect. I've been very fortunate to have had some outstanding mentors. Naturally, I thought of Read More

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Lean Sales And Marketing, The Cornerstone To Accelerating Revenue Growth

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3958 days ago
Made Hot by: mikehartman1 on July 1, 2013 2:31 am

The real reason we want to focus on lean principles is they are the cornerstone to accelerating revenue growth---and isn't that what we're really about? Read More

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Tools Don't Change People

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3959 days ago
Made Hot by: NanoTechnologyMedia on June 27, 2013 11:44 am

It's important, tools don't change people, they may improve our efficiency, they may help improve our impact, they amplify our capabilities, they extend our reach, but they don't change people. Read More

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The Weaponization Of Social Media

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3960 days ago
Made Hot by: sophia2 on June 26, 2013 2:39 pm

I just read Chris Brogan's piece, The Bare Truth About Social Media, a phrase leaped out at me==how we are weaponizing social media. It seems we are at war and social media tools are becoming weapons of mass distraction. Read More

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Competing For Mindshare Or Meaningshare

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3961 days ago
Made Hot by: thelastword on June 27, 2013 6:20 pm

It seems, however, we are talking about the wrong thing. Shouldn't we be focusing on creating meaning for the customers? If we focused on creating meaning, we probably wouldn't have to worry about mindshare. Read More

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The Email Query

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3964 days ago

I get these every day. Hi Dave, I just wanted to follow up to see if you received my last email? In case you did not, I've included it below. Let me Read More

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Solution Provider Or Problem Solver?

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3966 days ago
Made Hot by: OpenSourceMedia on June 24, 2013 1:15 pm

I think we confuse proposing and providing a solution with problem solving. But it's not really the same thing. Read More

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Our Success Is Based On The Misery Of Our Customers!

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3967 days ago
Made Hot by: fundpr on June 24, 2013 10:56 am

OK, maybe misery is too dramatic, but at its core, unless our customers are miserable we will never be successful in selling them. This morning I was having Read More