These stories submitted by Dabrock became hot on BizSugar

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
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

Try Selling Sand

Try Selling Sand  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2381 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

Solving Our Problems

Solving Our Problems  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2379 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

Buyers Are Self Educating, So Should Sellers!

Buyers Are Self Educating, So Should Sellers!  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2387 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

“We Aren’t In Kansas Anymore, Dorothy”

“We Aren’t In Kansas Anymore, Dorothy”  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2389 days ago
Made Hot by: thelastword on May 8, 2013 3:02 am
If anyone has doubts about how much professional selling is changing, download and read Mike Schultz and John Doerr's report, What Sales Winners Do Read More

"I Need An Excuse To Get Back Into The Customer"

"I Need An Excuse To Get Back Into The Customer"  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2395 days ago
Made Hot by: SimplySmallBiz on May 6, 2013 4:31 am
We should stop creating excuses to see the customer. In fact, we should do everything we can to reduce the number of meetings we need to have with the customer. We should be compressing as much as reasonable into fewer meetings--we improve our productivity, more importantly we use the customer's ti Read More

Selling Internally

Selling Internally  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2396 days ago
Made Hot by: techmedia on May 4, 2013 3:44 pm
So it's the same with our customers. To accomplish what they want, they have to sell internally. The problem is, too often they don't recognize the need to do this. Read More

But Your Price Is Still Too High!

But Your Price Is Still Too High!  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2394 days ago
Made Hot by: maestro68 on May 3, 2013 6:18 am
My post, But Your Price Is Too High has generated well over 100 comments between here, LinkedIn and a few other sites. The discussion has been very intense, with lots of great ideas and some challenges. But, I still am finding some confusion. Read More

Customer Retention, Whose Job Is It Anyway?

Customer Retention, Whose Job Is It Anyway?  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2406 days ago
Made Hot by: ObjectOriented on April 24, 2013 11:42 pm
I wrote, Customer Retention-Different Approaches, the other day.  It stimulated a lot of discussions.  One of the most interesting was with my friend Brian Read More
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