Imagine how simple things would be if all our product, market, strategy, and Go To Customer conversations started with two simple statements: Who Is The Customer? What Do They Value? Answering those questions puts us so much further ahead.
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Dabrock submitted the following stories to BizSugar
We Misunderstand Lean---But It Is So Important!
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4198 days ago
Made Hot by: lyceum on June 3, 2013 5:26 am
Sales Role Agility
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4203 days ago
So perhaps we want to look at team and organizational design differently. Maybe it's wrong to build an organization of just Challengers--as flexible as they may be as individuals, they still will revert to challenging behaviors. Likewise with problem solvers, hard workers, relationship builders and
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Who Cares About Big Data, Where Are The Big Questions?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4204 days ago
Made Hot by: SimplySmallBiz on May 29, 2013 9:00 am
This morning, I'm sitting in a series of presentations extolling the value of big data. I get it--kind of. I get that more data has been created in the
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Sales Operations, Serving Sales People—An Interview With Tony Walker
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4205 days ago
Over the next several months, I'll be interviewing a number of Sales Operations and Sales Enablement executives. I believe these roles are critical in
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DumbingThings Down Versus Radical Simplification
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4206 days ago
Made Hot by: NanoTechnologyMedia on May 21, 2013 11:30 pm
I'm a great advocate of Radical Simplification. Our worlds are too complex, we seem to keep piling things onto everything we've done in the past. New
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Solving Our Problems
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4210 days ago
Made Hot by: advertglobal on May 20, 2013 8:43 am
I've been having trouble with a sales person. He's someone I've done business with a few times before. It started a few months ago. He sold my wife her
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Try Selling Sand
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4212 days ago
Made Hot by: maestro68 on May 21, 2013 3:48 am
How would you change how you sell when you are selling sand? When your product is not different than the product your competitor sells, how do you set yourself apart, maintain your margins, and win business from someone else that's selling exactly the same product?
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Questions We’re Afraid To Ask
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4213 days ago
We all have them, Questions We're Afraid To Ask. They're obvious, but we're afraid to ask them. Will we offend the customer? Will they make us look
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Blog Post: Stumped
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4216 days ago
Being stumped on truly difficult issues and working with the customer to solve them is a blessing. It changes both the customer and us. We innovate, we create, we grow, we learn -- together. We collaborate, creating solutions we couldn't have imagined otherwise.
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Buyers Are Self Educating, So Should Sellers!
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4218 days ago
Made Hot by: thelastword on May 14, 2013 4:14 am
Buying has changed. The traditional role of the sales person in teaching the customer about solutions and products is much less important. Buyers are self
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