These stories submitted by Dabrock became hot on BizSugar

We have to measure success by more than the number, and by more than great year over year growth. We need to look at how we stack up against the market potential, how we are growing our share of the total opportunity? Growing our sales is great. We need to celebrate that. But maximizing our perform Read More

"But Your Price Is Too High"

"But Your Price Is Too High"  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2421 days ago
Made Hot by: justretweet on April 3, 2013 8:45 am
When the customer say, Your price is too high, the first thing we need to do is understand the basis for the statement. Why do they think the prices is too high? Are they just saying it because they are obligated to saying it? Are they comparing your pricing to competition? Are they comparing your Read More
High accuracy is an important indicator to our effectiveness as sales professionals. It is an indicator about how well we are engaging the customer, how involved we are, who well we understand what they are trying to achieve, how and when they will make a decision. Read More

Don't Cheat Your Customer By Not Closing

Don't Cheat Your Customer By Not Closing  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2428 days ago
Made Hot by: FutureVision on March 29, 2013 7:57 pm
In each step, we are closing, that is agreeing to go the next step. At some point the close involves getting an order. It is just the natural progression of the discussion. Not closing on the order because it is too salesy is cheating the customer. It is failing to take them to the next step in ach Read More

We've Succeeded When We Stop Talking About.......

We've Succeeded When We Stop Talking About.......  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2469 days ago
Made Hot by: Big Business Boogaloo on February 19, 2013 2:59 am
This time around, I asked the team, How will you know you've succeeded this time? We had a number of metrics in place, but we were looking for other indicators that people were buying in. After a bit of a pause, one of the team members said, with a little frustration, We know we've succeeded when w Read More

Insight And Challenging Without Outcomes Is Just Dreaming

Insight And Challenging Without Outcomes Is Just Dreaming  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2469 days ago
Made Hot by: centrifugePR on February 15, 2013 11:28 pm
Challenging and providing insight is critical in engaging the customer, to incite change and to initiate new buying processes. But we can't stop there--we have to help the customer achieve the outcomes and results they dream of. This means guiding them through the buying and implementation process. Read More

Value Co-Creation Starts Internally

Value Co-Creation Starts Internally  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2482 days ago
Made Hot by: James John on February 4, 2013 4:56 am
Co-Creation is becoming an important concept, ultimately, being able to work with our customers, co-creating value will become very important--at least with our leading customers. We can't possibly innovate fast enough to meet our customers needs to innovate and grow. Neither can our competitors. B Read More

Are You Playing Your Game Or Someone Else's?

Are You Playing Your Game Or Someone Else's?  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2483 days ago
Made Hot by: bizyolk on February 2, 2013 3:19 pm
Likewise in sales, we maximize our ability to win--and bring great value to our customers by playing our own game. But there are huge numbers of things that threaten to throw us off our game. Sometimes, we get off our game, without even recognizing it until we are well entrenched in defense and res Read More

When We All Do The Same Thing, How Do We Stand Out?

When We All Do The Same Thing, How Do We Stand Out?  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2483 days ago
Made Hot by: MarketWiz on January 31, 2013 8:47 pm
I think that's the problem every organization needs to confront. The more we rely on technology to improve our responsiveness, to nurture and provide content, to provoke a sales person to call, to enrich the customer experience, the more we look the same! Read More
Problem owners and solution owners tend to assess value differently. Sales needs to understand this, creating, developing, and delivering value relevant to both audiences. Read More
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