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Don’t Sell Where You Lose!

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3977 days ago
Made Hot by: SimplySmallBiz on January 6, 2014 10:28 pm

"Well duuuhhh, Dave, thanks for that great insight!" As obvious as it sounds, one of the fastest ways to improve organizational or individual performance is to Read More

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Insight, Influence, Value Creation, Trust……

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3985 days ago
Made Hot by: bigmoneyweb on December 27, 2013 1:17 pm

In simplifying our communications, we tend to isolate topics. It's easier to talk about Constructing Insight just by focusing on that. Or likewise for I Read More

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Sitting With The Problem

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3991 days ago
Made Hot by: steefen on December 23, 2013 2:24 pm

Often, both we and our customers seem to rush through the buying process. Sometimes, we both move forward without really understanding the problem we seek to Read More

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What Can You Do Right Now?

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 4003 days ago
Made Hot by: SJC on December 11, 2013 12:00 pm

Sometimes we get stuck. We don't know what to do. We're executing our process, we're doing everything we can, but we're stuck. The customer isn't mo Read More

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What Value Have You Created This Year?

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 4007 days ago
Made Hot by: sophia2 on December 7, 2013 3:56 pm

It's December, we're all caught up in a frenzy of activity---closing those final deals we need to achieve our goals, preparing for a fast start for next year, t Read More

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Technology Is Wonderful, But……

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 4012 days ago
Made Hot by: Copysugar on December 4, 2013 8:11 pm

I spent much of last week at Dreamforce. Before I go on, if you've never experienced it, you should attend. It's one of the best events, I've ever a Read More

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“Let’s See How Much We Can Confuse Our Customers!”

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 4021 days ago
Made Hot by: sophia2 on November 27, 2013 1:08 pm

I actually wanted to title this, "Let's See How Much We Can Screw With Our Customer' Minds," but decided against it. I know no company would purposefully try Read More

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“What Can You Do For Me?”

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 4026 days ago
Made Hot by: Small Business News on November 20, 2013 5:28 am

Wipe away all the fancy words and stuff we talk about in selling, the fundamental question we have to confront is that which is most important to the customer Read More

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Who Benefits Most From Coaching?

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 4027 days ago
Made Hot by: BizWise on November 16, 2013 11:32 pm

Sometimes, I feel like I may be living on a different planet. I read all sorts of articles about coaching from some very thoughtful, smart, and successful p Read More

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Is Your Customer Prepared For Your Sales Call?

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 4031 days ago
Made Hot by: bizyolk on November 12, 2013 9:05 am

Richard Ruff wrote a great article on Sales Call Planning, it provoked me to extend the discussion--with a twist. We know sales call planning is important. Read More