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Deciding What To Buy Is Often The Easiest Part

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3730 days ago
Made Hot by: thelastword on February 10, 2014 1:48 pm

As sales people, our focus is to convince the customer to buy our solution. We invest our time in understanding what they are trying to do, our competition, Read More

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In Defense Of Transactional Buying

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3738 days ago
Made Hot by: SJC on February 2, 2014 12:10 am

It's not often I disagree with my friend, Anthony Iannarino, but he recently wrote a great post, Transactional Selling To Avoid Conflicts Around Price. I Read More

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What’s The Deal?

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3740 days ago
Made Hot by: Digitaladvert on January 31, 2014 3:11 pm

The other day I had one of those Abbot and Costello "Who's On First" moments. I was doing a review with a sales team. One sales person was presenting some st Read More

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What’s Your Customer Ready To Do?

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3739 days ago
Made Hot by: logistico on January 31, 2014 7:35 am

I read an interesting post last week. It focused on the importance for sales people aligning themselves with "What the customer is ready to do." On the face Read More

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Reclaiming The Performance Planning Process

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3742 days ago
Made Hot by: seobromino on January 27, 2014 5:29 pm

I recently wrote a post: Poor Performers Probably Don't Know. It kicked off a fascinating round of discussions on Performance Plans and Performance M Read More

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Trust, Deception, LinkedIn

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3746 days ago
Made Hot by: SJC on January 25, 2014 10:51 pm

I guess it's the new standard. Great tools end up being subverted for deceptive---or in the very least tragically bad practices. LinkedIn has increasingly b Read More

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Pay For Performance

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3748 days ago
Made Hot by: LimeWood on January 22, 2014 9:22 am

As is usual this time of year, I've been involved in lots of discussions of incentive and commission plans--both last quarter as people plan for the new year, Read More

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Poor Performers Probably Don’t Know

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3752 days ago
Made Hot by: advertglobal on January 18, 2014 10:52 am

Addressing performance issues is always tough. Many managers are uncomfortable discussing poor performance issues with poor performers. There are a number of Read More

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Making The Number Isn’t The Point!

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3754 days ago
Made Hot by: thelastword on January 16, 2014 7:15 am

The discussion around my post, "Don't Bother Me With Process!" has been generating some interesting discussions. I've been surprised with the number of Read More

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Insight, Clarity, Execution

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3765 days ago
Made Hot by: NanoTechnologyMedia on January 7, 2014 12:02 am

We all struggle to change, to do new things, to grow, to implement new strategies, initiatives, and programs. Too often, we and our customers fall short. We Read More