Trying to close a sale when a customer has no sense of urgency is like pushing a rope uphill. There's a huge amount of effort, lots of activity, lots of
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Dabrock submitted the following stories to BizSugar
Creating Urgency
Posted by
dabrock under Sales
From http://partnersinexcellenceblog.com 3702 days ago
Made Hot by: cherry93 on March 10, 2014 4:35 am
What’s Your Special Number?
Posted by
dabrock under Sales
From http://partnersinexcellenceblog.com 3708 days ago
Made Hot by: PMVirtual on March 3, 2014 11:45 pm
I spend a lot of time writing about metrics and performance management. It's critical that we Know Our Numbers. It's important to analyze performance over t
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Do You Really Understand Your Numbers?
Posted by
dabrock under Sales
From http://partnersinexcellenceblog.com 3711 days ago
As sales people and managers, we are often obsessed with the "numbers." There are constant review of pipelines and forecasts. Some look at the daily and w
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Matt Heinz wrote a terrific piece, How To Fire Someone With Dignity, Grace, And Respect. Be sure to read it, few have handled this touchy topic as well as
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What’s A Fitbit Have To Do With Selling?
Posted by
dabrock under Sales
From http://partnersinexcellenceblog.com 3717 days ago
I love my Fitbit! Actually, I have several devices that measure my performance in my athletic endeavors. Heart rate monitors for my running, computers m
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Stop Wasting Your Time On Social Selling!
Posted by
dabrock under Sales
From http://partnersinexcellenceblog.com 3719 days ago
Made Hot by: PMVirtual on February 16, 2014 10:49 pm
Recently, someone wrote me saying: "I have absolutely no idea how you have time to spend so long on Twitter/Facebook/LinkedIn, plus write articles for every s
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Deciding What To Buy Is Often The Easiest Part
Posted by
dabrock under Sales
From http://partnersinexcellenceblog.com 3723 days ago
Made Hot by: thelastword on February 10, 2014 1:48 pm
As sales people, our focus is to convince the customer to buy our solution. We invest our time in understanding what they are trying to do, our competition,
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Customers Lie, And They Are Stupid Too!
Posted by
dabrock under Sales
From http://partnersinexcellenceblog.com 3724 days ago
There are not many things that cause me to come unglued. But there are two that provoke immediate outrage---and usually a tirade if I'm speaking with an i
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In Defense Of Transactional Buying
Posted by
dabrock under Sales
From http://partnersinexcellenceblog.com 3731 days ago
Made Hot by: SJC on February 2, 2014 12:10 am
It's not often I disagree with my friend, Anthony Iannarino, but he recently wrote a great post, Transactional Selling To Avoid Conflicts Around Price. I
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What’s Your Customer Ready To Do?
Posted by
dabrock under Sales
From http://partnersinexcellenceblog.com 3732 days ago
Made Hot by: logistico on January 31, 2014 7:35 am
I read an interesting post last week. It focused on the importance for sales people aligning themselves with "What the customer is ready to do." On the face
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