Dabrock submitted the following stories to BizSugar

We Misunderstand Lean---But It Is So Important!

Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 4198 days ago
Made Hot by: lyceum on June 3, 2013 5:26 am
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. Read More
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 Read More
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 Read More
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 Read More
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 Read More

Solving Our Problems

Avatar Posted by dabrock under Sales
From 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 Read More

Try Selling Sand

Avatar Posted by dabrock under Sales
From 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? Read More
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 Read More
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. Read More

Buyers Are Self Educating, So Should Sellers!

Avatar Posted by dabrock under Sales
From 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 Read More
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