Dabrock submitted the following stories to BizSugar

Creating Urgency

Creating Urgency  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3043 days ago
Made Hot by: cherry93 on March 10, 2014 4:35 am
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 Read More

What’s Your Special Number?

What’s Your Special Number?  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3048 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 Read More
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 Read More
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 Read More
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 Read More

Stop Wasting Your Time On Social Selling!

Stop Wasting Your Time On Social Selling!  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3059 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 Read More

Deciding What To Buy Is Often The Easiest Part

Deciding What To Buy Is Often The Easiest Part  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3063 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, Read More
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 Read More

In Defense Of Transactional Buying

In Defense Of Transactional Buying  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3072 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 Read More

What’s Your Customer Ready To Do?

What’s Your Customer Ready To Do?  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3072 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 Read More
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