This can drag on endlessly, or it can stop at any time the customer loses interest. Sales people need to be more purposeful in thinking about their sales strategy. Sales people can't just respond to the customer, but rather have a strategy for helping move this through the company's buying process.
Read More
These stories submitted by Dabrock will be featured BizSugar's homepage
What's Next? Do You Really Have A Deal Strategy?
![What's Next? Do You Really Have A Deal Strategy? - http://partnersinexcellenceblog.com](https://share.bizsugar.com/images/thumbnails/084fb2dc17225c39d64b22490b9a0525.png)
![Avatar](https://share.bizsugar.com/avatars/Gravatar_30.gif)
From http://partnersinexcellenceblog.com 4638 days ago
"I Made A Mistake"
!["I Made A Mistake" - http://partnersinexcellenceblog.com](https://share.bizsugar.com/images/thumbnails/084fb2dc17225c39d64b22490b9a0525.png)
![Avatar](https://share.bizsugar.com/avatars/Gravatar_30.gif)
From http://partnersinexcellenceblog.com 4639 days ago
I had a great conversation with a remarkable executive the other day. We were talking about the sales strategies he had established for his organization. At one point, he made the comment, I made a mistake.
Read More
Where's "The Decisionmaker?"
![Where's "The Decisionmaker?" - http://partnersinexcellenceblog.com](https://share.bizsugar.com/images/thumbnails/084fb2dc17225c39d64b22490b9a0525.png)
![Avatar](https://share.bizsugar.com/avatars/Gravatar_30.gif)
From http://partnersinexcellenceblog.com 4640 days ago
Who's the decision-maker and how do we get access to her? Conventional sales wisdom tells us to focus on the top, prowling the halls of the executive suite, trying to develop relationships with the CxO. Finding that decision-maker, persuading him that we have the right solution and getting a favora
Read More
Customers Don't Know What They Don't Know
![Customers Don't Know What They Don't Know - http://partnersinexcellenceblog.com](https://share.bizsugar.com/images/thumbnails/084fb2dc17225c39d64b22490b9a0525.png)
![Avatar](https://share.bizsugar.com/avatars/Gravatar_30.gif)
From http://partnersinexcellenceblog.com 4644 days ago
The real opportunity for sales and marketing is to change the conversation--the timing, content, and quality of the conversation. Our real opportunity is with customers who don't know what they don't know! Our opportunity is to help customers to think about their businesses and markets differently,
Read More
When Do You Stop Qualifying?
![When Do You Stop Qualifying? - http://partnersinexcellenceblog.com](https://share.bizsugar.com/images/thumbnails/084fb2dc17225c39d64b22490b9a0525.png)
![Avatar](https://share.bizsugar.com/avatars/Gravatar_30.gif)
From http://partnersinexcellenceblog.com 4645 days ago
We are finding all the excuses to keep a deal in our funnel and pursue it as a sales opportunity. Rather than qualifying, we need to focus on disqualifying--we need to focus on finding the deals in our sweet spot, eliminating all other deals. Nothing impacts win rates more than vicious disqualifica
Read More
Performance Management Can't Be Delegated Or Abdicated!
![Performance Management Can't Be Delegated Or Abdicated! - http://partnersinexcellenceblog.com](https://share.bizsugar.com/images/thumbnails/084fb2dc17225c39d64b22490b9a0525.png)
![Avatar](https://share.bizsugar.com/avatars/Gravatar_30.gif)
From http://partnersinexcellenceblog.com 4646 days ago
A key aspect of the manager's job is performance management. Surprisingly, I seem to run across a fair number managers that don't own this responsibility. They don't do it, or try to delegate it so someone else.
Read More
We Are Who We Hire
![We Are Who We Hire - http://partnersinexcellenceblog.com](https://share.bizsugar.com/images/thumbnails/084fb2dc17225c39d64b22490b9a0525.png)
![Avatar](https://share.bizsugar.com/avatars/Gravatar_30.gif)
From http://partnersinexcellenceblog.com 4647 days ago
There were a lot of problems with the sales organization. It started with having the wrong people. But I couldn't help this CEO fix these problems. He basically was the root problem--he had hired all the people, he had created the environment in which all these people operated.
Read More
Performance Management Friday -- It's Not About The Numbers
![Performance Management Friday -- It's Not About The Numbers - http://partnersinexcellenceblog.com](https://share.bizsugar.com/images/thumbnails/084fb2dc17225c39d64b22490b9a0525.png)
![Avatar](https://share.bizsugar.com/avatars/Gravatar_30.gif)
From http://partnersinexcellenceblog.com 4650 days ago
Today, I want to take a pause in this series. Over the past couple of months, each Friday, we've looked at different performance metrics. We've focused on establishing numbers and goals for these metrics. It's worth taking some time to reconfirm what we are doing and why.
Read More
It's odd to see the resistance to social media and business. Increasingly, that's where our customers are hanging out.
Read More
Performance Management Friday — Getting Personal
![Performance Management Friday — Getting Personal - http://partnersinexcellenceblog.com](https://share.bizsugar.com/images/thumbnails/084fb2dc17225c39d64b22490b9a0525.png)
![Avatar](https://share.bizsugar.com/avatars/Gravatar_30.gif)
From http://partnersinexcellenceblog.com 4656 days ago
For this week's Performance Management discussion, I'm shifting gears quite a bit. It's a topic few sales people think about as an aspect of managing their
Read More
Subscribe