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Flipping The Pipeline Value Pyramid

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3830 days ago
Made Hot by: bizyolk on November 2, 2013 7:52 am

Pipeline reviews and reporting are constant sources of contention between management and sales people. Most often the value of this activity is portrayed as Read More

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It’s Account Planning Season

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3829 days ago
Made Hot by: businessluv on November 2, 2013 7:30 am

As we race to year end, trying to make our numbers, we also enter "account planning season." All of us have done account plans. Too often, it's that annual Read More

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Developing Insights

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3835 days ago
Made Hot by: FutureVision on October 29, 2013 7:54 pm

Everyone has been talking about Insights. Our customers are hungry for Insights about their businesses--opportunities to grow, opportunities to improve. We Read More

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“I’ve Never Ever Sold A Computer Or Piece Of Software”

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3857 days ago
Made Hot by: maestro68 on October 6, 2013 10:18 pm

Many of you know that I spent much of my career in IBM, starting as a sales person moving into the management ranks. Over that period of time, I think either Read More

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Going Through The Motions

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3864 days ago
Made Hot by: zioncampo on October 1, 2013 8:20 am

I watch a lot of sales people and managers doing the job. Often, they seem to be going through the motions. Technically, they may be doing the "right" stuff, Read More

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“Is There Anyone Else We Should We Be Talking To?”

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3864 days ago
Made Hot by: James John on September 28, 2013 10:21 pm

Sometimes we become so task focused, we lose site of the bigger picture and what we could be doing. We're working a deal with a prospect. They're spending Read More

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I Don’t Want Your Stinkin’ CRM System

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3871 days ago
Made Hot by: seobromino on September 28, 2013 1:58 pm

I'm so stupid. I allow myself to get sucked into discussions about CRM systems. This one has conspiracy theories worth of a Dan Brown novel. Basically the a Read More

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The Danger Of Being Jaded, We’ve Tried That Before!

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3870 days ago
Made Hot by: seobromino on September 24, 2013 12:47 pm

I spend most of my time with extremely experienced sales executives and professionals. Largely, they have been selling for years, most have been very Read More

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Questions As Weapons!

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3870 days ago
Made Hot by: seobromino on September 23, 2013 12:27 pm

Lawyers always say, "Never ask a question unless you know the answer." In courts, they don't ask questions to learn or discover, they ask questions to make a Read More

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“How Much Does It Hurt?”

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3880 days ago
Made Hot by: BizRock on September 16, 2013 12:28 pm

I was in the doctor's office for a check up the other day and was fascinated with the "Pain Chart" on his examining room wall. It was one of those simple Read More