These stories submitted by Dabrock became hot on BizSugar

Deciding What To Buy Is Often The Easiest Part

Deciding What To Buy Is Often The Easiest Part  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 1987 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

In Defense Of Transactional Buying

In Defense Of Transactional Buying  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 1995 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

What’s The Deal?

What’s The Deal?  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 1997 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

What’s Your Customer Ready To Do?

What’s Your Customer Ready To Do?  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 1996 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

Reclaiming The Performance Planning Process

Reclaiming The Performance Planning Process  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 1999 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

Trust, Deception, LinkedIn

Trust, Deception, LinkedIn  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2003 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

Pay For Performance

Pay For Performance  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2005 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

Poor Performers Probably Don’t Know

Poor Performers Probably Don’t Know  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2009 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

Making The Number Isn’t The Point!

Making The Number Isn’t The Point!  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2011 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

Insight, Clarity, Execution

Insight, Clarity, Execution  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2022 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
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