These stories submitted by Dabrock became hot on BizSugar

Stalled Deals?

Stalled Deals?  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 1883 days ago
Made Hot by: JoshRed on September 1, 2014 1:01 pm
We all have them, we know what they look like. They’re stuck. We look at aging reports and see them staying in the same stage of the pipeline, not moving forward, getting older, moldier as time passes. Sometimes, I see entire pipeline’s clogged up with stalled deals–I feel like calling “Roto Roo Read More

Is The Email “Open” Really The Goal?

Is The Email “Open” Really The Goal?  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 1879 days ago
Made Hot by: PMVirtual on August 30, 2014 10:49 am
I read an intriguing post from Jim Keenan about Subject Lines That Work For Sales Emails.

It showed an infographic about the subject lines that maximized email opens. The top 5 are:
1.RE: (with 92% opens)
2.RE: Follow Up (with 90% opens)
3.RE: Update (with 89% opens)
4.RE: Introduction Read More
This afternoon, we had a problem with a critical tool that we use. I am currently on the road, running from meeting to meeting, but I had to address the problem, it was impacting our people and work they were doing. Read More

When Are We Going To Integrate Sales And Marketing?

When Are We Going To Integrate Sales And Marketing?  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 1897 days ago
Made Hot by: kingofcontent92 on August 12, 2014 10:58 am
We know customers want to us to engage them differently. There’s all sorts of research that says customers want to self educate. Other research showing that customers are engaging sales people later in the process–largely after they have determined the problem, determines their needs and requirem Read More

Creating Crap At The Speed Of Light!

Creating Crap At The Speed Of Light!  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 1905 days ago
Made Hot by: businessluv on August 6, 2014 7:24 pm
Everyone is talking about social selling! We have new tools, techniques, and capabilities to engage more people, more differently than we ever have before. Social selling dominates many conversations. Read More
Teaching our customers is a cornerstone of Challenger, Insight Selling, and just plain good sales practice. We want to help our customers learn. It’s actually not that new a concept–we’ve always taught our customers something. It used to be about our products, or our solutions, or our companies. Read More

Dealing With Ambiguity

Dealing With Ambiguity  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 1914 days ago
Made Hot by: marketingvalue on July 26, 2014 7:21 am
Things are so much easier when they are black or white, when there is a “right answer” to every question or issue we face. Unfortunately, in the real world of buying and selling, there are no right answers, there is no clear direction–either for us in selling or for our customers. Read More

Don’t Get Distracted By The Numbers

Don’t Get Distracted By The Numbers  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 1918 days ago
Made Hot by: logistico on July 22, 2014 5:10 pm
As sales professionals, we're obsessed with the "numbers."  Where are we year to date, what's the forecast, what's the pipeline look like, what are the activity Read More

SBWA — Selling By Walking Around

SBWA — Selling By Walking Around  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 1944 days ago
Made Hot by: fusionswim on June 29, 2014 4:34 am
Tom Peters and Robert Waterman introduced the world to the acronym, MBWA--management by walking around, in their 1982 book, In Search Of Excellence.  Read More

Always Be Closing!

Always Be Closing!  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 1954 days ago
Made Hot by: justretweet on June 16, 2014 4:30 am
Recently, a number of people have asked me my thoughts on closing skills.  I think they are asking me about the 8-12-15... techniques to close.  I've never b Read More
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