These stories submitted by Dabrock became hot on BizSugar

Flipping The Pipeline Value Pyramid

Flipping The Pipeline Value Pyramid  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2090 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

It’s Account Planning Season

It’s Account Planning Season  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2090 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

Developing Insights

Developing Insights  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2096 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

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

“I’ve Never Ever Sold A Computer Or Piece Of Software”  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2118 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

Going Through The Motions

Going Through The Motions  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2125 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

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

“Is There Anyone Else We Should We Be Talking To?”  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2125 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

I Don’t Want Your Stinkin’ CRM System

I Don’t Want Your Stinkin’ CRM System  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2132 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

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

The Danger Of Being Jaded, We’ve Tried That Before!  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2131 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

Questions As Weapons!

Questions As Weapons!  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2131 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

“How Much Does It Hurt?”

“How Much Does It Hurt?”  - http://partnersinexcellenceblog.com Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 2141 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
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