These stories submitted by Dabrock became hot on BizSugar

Teaching Our Customers To Buy

Teaching Our Customers To Buy  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 1723 days ago
Made Hot by: fusionswim on November 3, 2014 10:53 am
By now, at least if you’ve been reading the literature on selling, we know the importance of Insight, Commercial Teaching/Learning, or whatever you call it. The focus of these are to help the customer realize there are opportunities they may be missing. There are opportunities to grow, to improve Read More

“I Have To Speak To You In Bullet Points…….”

“I Have To Speak To You In Bullet Points…….”  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 1730 days ago
Made Hot by: sundaydriver on October 25, 2014 7:59 am
Understanding our customers’ behavioral styles is critical to our effectiveness in connecting with and communicating to them. There are a number of tools that help us understand the behavioral style of our customers (and colleagues). They go by the names of DISC, Meyers Briggs, and others. Read More

Why, How, Who, When, And What

Why, How, Who, When, And What  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 1731 days ago
Made Hot by: bloggerpalooza on October 24, 2014 10:56 am
There’s a huge difference between what our customers go through to buy and what most sales people do in trying to sell those customers. It’s this difference that causes much of the disconnect between customers and sales people. It’s recognizing this difference and engaging customers in their enti Read More

Beating Lower Priced Competitors

Beating Lower Priced Competitors  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 1754 days ago
Made Hot by: BizWise on October 2, 2014 4:05 pm
I read an interview with a very well known sales pundit on the “6 Ways To Beat Lower Priced Competitors.” At the end, I sighed, thinking, “How can some of the ‘best in the world’ continue to get things so wrong.” Read More

Never Apologize For Selling Or Being A Sales Professional!

Never Apologize For Selling Or Being A Sales Professional!  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 1758 days ago
Made Hot by: mikehartman1 on September 27, 2014 12:00 pm
I have to admit I get just rip roaring pissed off with a lot of the rhetoric–some from very smart people about selling and sales people. “We should stop selling and start serving… ” “We need to stop selling and be helpful…” “We’re not trying to sell you something, we’re trying to solve your prob Read More

What Do You Want To Know?

What Do You Want To Know?  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 1764 days ago
Made Hot by: logistico on September 24, 2014 10:24 am
We all know that preparation for a meeting is important. We want to connect well with people, we want to create a positive impression, we want to accomplish something. Read More

Stop Wasting Your Money On Sales Training!

Stop Wasting Your Money On Sales Training!  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 1770 days ago
Made Hot by: advertglobal on September 16, 2014 1:52 pm
This title will draw several immediate reactions. There’s probably a round of cheering from those who’ve been subjected to bad sales training programs. Simultaneously, there are a number who will be saying, “This is absolute heresy, how can you say this?” Read More

The Costs Of Doing Nothing

The Costs Of Doing Nothing  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 1778 days ago
Made Hot by: LoopLooper on September 11, 2014 12:34 pm
I suspect the biggest costs both we (individually and within our organizations) and our customers incur is not the spending on new programs, solutions, methods, or change; but rather the costs of doing nothing. Yet we very seldom analyze and quantify these issues. Read More

Are You Creating Value In Every Customer Interaction?

Are You Creating Value In Every Customer Interaction?  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 1777 days ago
Made Hot by: blogexpert on September 10, 2014 11:43 am
In an outstanding post, Why Sales People Need To Create Value, Not Just Communicate, Bob Apollo cites a data point from Forrester: “Prospects say only 1 in 8 conversations with sales people are useful!” Read More

The Definitive Guide To The Future Of Selling

The Definitive Guide To The Future Of Selling  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 1779 days ago
Made Hot by: BizWise on September 6, 2014 4:45 pm
The debate rages, there are 100′s of articles discussing the future of selling. To many, the future of selling is social; to another large segment it’s inside sales; to some it’s the channel. Many declare cold calling is dead, still a small number declare selling is dead (I suppose to be replaced Read More
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