These stories submitted by Dabrock became hot on BizSugar

The other day, I wrote an article about, "How Much Do You Want To Spend?"  The subsequent discussion has been causing me to rethink many of my ideas about qu Read More

Fifty Shades Of Forecasting

Fifty Shades Of Forecasting  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2088 days ago
Made Hot by: robinandy58 on March 31, 2014 2:37 pm
It's the end of a frighteningly busy week.  So my mind's fried, and I start considering silly things. A few weeks ago, I wrote "Reality (Sometimes) Sucks!"  Do Read More
Over the past few weeks, I've been on the road constantly, I think I've logged over 50K miles, sat in dozens of meetings, account/deal/call/pipeline reviews.  Read More

Does Your Customer Have A Plan?

Does Your Customer Have A Plan?  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2100 days ago
Made Hot by: maestro68 on March 21, 2014 12:13 pm
I recently wrote a post suggesting we "Stop Giving Customers Choices!"  It's stirred up some really great discussions.  I thought I'd add another post to e Read More

Don’t Answer That Objection!

Don’t Answer That Objection!  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2098 days ago
Made Hot by: LimeWood on March 15, 2014 4:35 pm
A few days ago, I was tagging along with a sales person on a call.  It started well, then the customer expressed an objection.  That's when things started to g Read More

Stop Giving Customers Choices!

Stop Giving Customers Choices!  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2104 days ago
Made Hot by: mikehartman1 on March 13, 2014 4:13 pm
Henry Ford was rumored to have said, "The customer is welcome to buy a car in any color they want, as long as it's black."  I think there's something to that Read More

Setting Expectations

Setting Expectations  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2103 days ago
Made Hot by: centrifugePR on March 12, 2014 10:38 pm
I'm encamped in our local Starbucks, busy with my morning series of conference calls.  Power is out at the office--the whole area is without power.  It's been o Read More

Creating Urgency

Creating Urgency  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2111 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 2117 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

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 2128 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
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