Many of you know that I was actually trained as a Theoretical Physicist, but somehow found myself going to the Dark Side—Sales. But, I keep going back to my roots in physics, it sometimes helps me understand phenomena we encounter in Sales.
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These stories submitted by Dabrock will be featured BizSugar's homepage
The Heisenberg Uncertainty Principle And Selling
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 3609 days ago
Hacking Sales Management
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 3638 days ago
I’ve been writing a short series on Hacking Selling–(Hacking Selling, Hacking Selling Part 2). As with the prior articles, I get huge numbers of requests from sales manager to help Hack their jobs. “What are the short cuts?” “How do I manage my time better?” “How do I get things done more easil
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Are You Answering The Right Question?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 3662 days ago
I’m occasionally amused by some of the comments and responses my blog posts provoke. Not long ago, I published a post, The Best Sales Person I Ever Known.
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“I Don’t Want To Listen, I Have A Great Deal For You!”
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 3677 days ago
Just when I think I’ve gotten the worst possible cold prospecting call and that nothing else could be worse, some sales person proves me wrong.
Today, I got a call from someone selling “promotional items.”
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Today, I got a call from someone selling “promotional items.”
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Finding Time For The Decisionmakers
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 3692 days ago
I wrote, Finding The Decisionmaker, discussing the consensus buying process and the increasing number of decisionmakers involved in complex B2B sales ( Average of 5.4 according to CEB.) My good friend, Martin Schmalenbach, always calls BS on me in such interesting ways.
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Sales Managers Only Have One Real Goal!
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 3701 days ago
There’s a lot of stuff written about what sales managers have to do and their key job responsibilities. Some of the laundry list items include: Make sure the team makes the number, develop the strategy, manage the forecast/pipeline, manage performance, recruit, train, coach, and on and on.
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The Manager’s Real Job Isn’t Making The Number
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 3701 days ago
I wrote “Sales Managers Only Have One Real Goal.” It stimulated a lot of thoughtful conversation. Christian Maurer shared a particularly astute, and troubling observation:
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Can You Show Me Your Plan For This Interview?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 3732 days ago
Recently I was asked to my views on the best interview questions for sales hires. It was published in a great ebook from Openview Ventures. Be sure to take a look at it, there are some great questions from some very smart people.
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You Won’t Win With The Best Product!
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 3765 days ago
Sales people are obsessed with products. We know every feature, function, feed, and speed. We know the most nuanced details of the product and how it’s used.
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Do You Know How Your Customer Is Measured?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 3780 days ago
As sales people, we’re used to being measured. We have pipeline metrics, quotas. We may have weekly call or meeting goals. We have prospecting goals, and on and on and on.
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