I’ve been intrigued about much of the publicity around Hoover’s Near Here offering. Apparently it’s an Iphone based application for a sales person to find new prospects close to them–wherever they might be. I’m certain this is the first of many new services that will be offered by organizations l
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These stories submitted by Dabrock will be featured BizSugar's homepage
Location-Based Prospecting? Are Ad-Hoc Sales Calls Valuable?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4973 days ago
Are You Committed To Upsetting The Status Quo?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4974 days ago
Sales is about change–if we are successful with our customers, we get them to change, buying our products and services. But if sales is about change, why are so many sales people resistant to changing how they sell.
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You’re Not A Consultant, You’re A Salesperson!
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4975 days ago
Today, I was coaching a good friend on some sales calls. We were role playing the call, he was struggling with telling the customer who he was and what his company did (they developed and sold software products). He had the same problem I see many sales people have. We have been so indoctrinated
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How Do We Find The Time To Coach Our Sales People?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4976 days ago
Everyone recognizes the importance of coaching sales people, but it just doesn’t get done. In a survey of several hundred sales managers, we found sales managers “coached” their sales people 1 time per quarter or less! Based on this, a sales person is lucky if they get 4 coaching sessions per year.
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Jill Konrath’s SNAP Selling Does Not Belong On Your Bookshelf!
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4977 days ago
Before Jill kills herself or me, let me clarify things. SNAP Selling belongs on your desk–within arm’s reach. It should be dog-earred, book marked, highlighted, and annotated. SNAP Selling should be your daily guide and reminder about how to thrive in the new world of professional selling.
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Follow The Money!
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4978 days ago
Every sales person knows about following the money–at least from the point of view of who we call on at customers, we focus on people who have the money. But let me look at this from a slightly different point of view.
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Stop Solving Your Customers’ Problems!
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4979 days ago
As sales consultative sales professionals, we focus on solving our customers’ problems. We qualify customers by finding those with problems they want to solve, focus on identifying their pain and needs, then propose how our solution addresses those better than any others. And our competitors seek
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Applying My Lessons In Martial Arts To Professional Selling
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4980 days ago
About 6 months ago, I started taking lessons in a couple of martial arts, Tai Chi and Kung Fu. It’s been a tremendously interesting and frustrating experience. Progress seems very slow, I feel as though I am still in the “Wax-On, Wax-Off David-san” stage. Can’t wait to get to the painting the fe
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To Get Monstrous Results, Are Our Customers Prepared For Monstrous Change?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4981 days ago
I was having a conversation with close friend this morning. He was expressing frustration with a customer not moving forward on a particular deal. At the height of his frustration, my friend said: “We can have such a Monstrous Impact on the customer, why won’t they go through this Change?”
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Running Naked Through Your Funnel!
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4982 days ago
First, I have to credit my friend John Cousineau with this title. It came up in a call we had recently. It seemed an appropriate, is slightly salacious, title for this subject.
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