The pipeline is the single most powerful tool for individuals and managers, alike, to give insight into whether you are on target to making the numbers
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Dabrock voted on the following stories on BizSugar
Sales Early Warning System---Are You Leveraging It?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4531 days ago
Sales And The Dreaded "P" Word
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4532 days ago
Procurement and sales have the same objective, maximizing the value for the company! Yet so often, we seem to be working at cross purposes. Instead of focusing on maximizing value, the conversation seems to be about minimizing price. And that's where the disconnect begins.
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Lean Sales And Marketing
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4532 days ago
Lean is one of the most important concepts for us to understand and drive in Sales and Marketing. It mandates us to really understand what value is--from the point of view of our customers, and to focus exclusively on activities that create value for the customer, eliminating everything else.
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Everything Counts, The Customer Is Always Evaluating Us
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4536 days ago
Customers are always evaluating sales people---they are checking to see it they perform, if their words match their actions, are they people they should to business with, what separates them from all others. Consequently, everything we do counts--there are no mulligans or do overs.
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"Dear Occupant, I Have Insight For Your Business"
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4537 days ago
Insight and value creation are closely intertwined. They speak to unique challenges to the customer and present opportunities, specific to the customer. They speak to things the customer might do--providing a unique road map for the customer.
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Duz Speling nd Gramer Matr?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4543 days ago
Sales, business, effective, and impactful communication demand the highest quality of thinking. Success for our customers and ourelves requires attention to details and a commitment to the highest levels of performance. Our customers, our people, our managers deserve nothing less than our best.
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Learning From Lazy Sales People
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4543 days ago
We should try to understand what makes lazy sales people successful, how they consistently make the number with the minimum effort, but we shouldn't seek to emulate their behavior. The ideal is to learn from them so that we can Sell More!
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Collaboration--Now More Critical Than Ever
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4545 days ago
To be successful in creating value for customers and driving growth, sales people can no longer go it alone. We need a network of people in our companies matched with the appropriate customer personnel, all working in a coordinated fashion, with the sales person as the overall strategy and resource
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If You Are Learning Your Customers’ Needs, You Are Too Late
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4546 days ago
Intercepting our customers at this point of the buying process is too late. By this time, the customer has already well defined their problem, they’ve organized to solve it, they have probably done a lot of research in assessing alternatives. In fact, unless you are on their short list, there’s a h
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The Web, The Answer To All Our Customers’ Prayers!
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4550 days ago
Let's face it, customers really hate us. They will tolerate our marketing content---as long as it isn't too promotional---just the facts please. Sales
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