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Rethinking Qualification, Has The Customer Qualified Themself?

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2027 days ago
Made Hot by: logistico on March 31, 2014 11:48 pm

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

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Fifty Shades Of Forecasting

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2030 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

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When Are We Going To Understand, It Really Isn’t About The Product!

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2028 days ago
Made Hot by: NolanGreen on March 31, 2014 8:24 am

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

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Does Your Customer Have A Plan?

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2042 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

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Don’t Answer That Objection!

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2040 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

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Stop Giving Customers Choices!

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2047 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

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Setting Expectations

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2045 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

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Creating Urgency

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2054 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

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What’s Your Special Number?

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2059 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

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Stop Wasting Your Time On Social Selling!

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2070 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