Everything in business has changed. I see few functions in any organization that are doing the same things they did 10-15 years ago. Engineering and development has changed, manufacturing has changed, customer service has changed, procurement and sourcing have changed, finance and administration ha
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Dabrock voted on the following stories on BizSugar
Sales Road Kill
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4491 days ago
Silly Me, I Thought Selling Was Supposed To Generate Revenue!
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4491 days ago
I've always focused my time on finding customers that are interested in my solutions, who want to make a change, and who are willing to invest money in achieving the results they expect. That's a fundamental principle in qualifying. It's always seemed to be very important--I don't want to waste the
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Stakes Are Being Raised For Both Buyer And Seller
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4494 days ago
Research indicates that buyers aren't engaging sales people until they are 60-70% through their sales process. Rightfully, the argument is that sales people must change--dramatically! Absolutely, no doubt........... duhhhhh.
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What's The Diagnosis?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4497 days ago
We are seeing much of the same thing with the new buyers. As with many of us dealing with doctors, the new buyer doesn't want to see a sales person--for many of the same reasons, the experience may not be very good. Some data indicates that buyers can complete 60-70 percent of their buying process
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The New "Office," And Work Life
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4499 days ago
There's a lot of talk about mobility--yes, technology helps us tremendously. But mobility is more about how we work and live. It's more about a frame of mind in how we connect, communicate, collaborate, and innovate. It's the new business life style.
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Sales Management SOP
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4499 days ago
The other day I wrote about the Almost Perfect Sales Management Article. That post stimulated a flurry of questions about a Sales Management Standard
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Creating Excuses To Keep Going Back To The Customer
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4499 days ago
What about getting back in? Well well planned and executed sales calls will result in commitments and actions on both the part of sales and the customer. We no longer need the excuse. These commitments and actions create the need for the next meeting or call. Because the customer has complete owner
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Consultative Selling–We See Great Examples Everywhere
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4506 days ago
As people, particularly we consultants, are prone to do, we make things more complex than they need be. Most of the principles we look at in high performance
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One Size Does Not Fit All
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4507 days ago
Helping the customer identify new opportunities to grow their businesses, working with customers who've identified a problem but need to better define it and research alternative solutions, working with a customer who has well researched the issue and has issued a RFP, or working with a professiona
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The End Of Solution Sales
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4507 days ago
In the latest issue of the Harvard Business Review, the folks at the Conference Board have declared “The End Of Solutions Sales.” Upon reading this, I immediately thought of Mark Twain’s quote, “Rumors of my death are greatly exaggerated.” While, I suppose, it stirs up the pot to declare the end
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