I may be a little hardnosed about this, but there is only one thing sacrosanct in sales, it's The Number. Our job, our responsibility, our obligation to our companies is to do everything possible to make our number. There are simply no excuses.
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Dabrock voted on the following stories on BizSugar
Only One Thing Is Sacrosanct To Sales
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4578 days ago
Pattern Recognition And The Sales Process
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4582 days ago
Top performers take this even further. They move pattern recognition from the unconscious to the conscious. They constantly compare the characteristics of what they are encountering to their experiences in the past. They understand the characteristics or variables that are most critical to what the
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How Easy Are You To Do Business With?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4585 days ago
Often the only differentiator we may have is how easy we are to do business with. Selling is hard enough, but if we make it difficult for those who do want to buy, then we've made it much more difficult.
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“Have I Got A Deal For You!”
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4586 days ago
The phone rang, I picked it up. The voice on the other end went into it's pitch, Hi, I'm so and so. Would you be interested if you could invest in a stock
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Differentiated Value ---- Just Good Enough!
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4586 days ago
In reality, our differentiated value only has to be Just Good Enough. It has to be better than the competitors or the alternatives, but it doesn't need to be earthshaking. It's probably valuable for us to start thinking of simplifying the process--it makes it more achievable for each of us and bett
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Are We Allowing Ourselves To Be Commoditized?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4589 days ago
My colleague Anthony Iannarino wrote an outstanding post: Mismatched Skills And Value Creation. Usually, Anthony and I are so aligned in our thinking
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Customers Are Self Educating/Informing, But What Are They Learning?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4589 days ago
Are you prepared to teach your customers? Not about your products, but about how they can improve their operations and businesses, how they can better serve their customers, how they can outperform their competition.
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Prospecting--Exhausting All The Alternatives
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4589 days ago
When we have a gap in our ability to achieve our goals--today's and tomorrow's, it is irresponsible not to exhaust every single alternative in our prospecting efforts--there is simply no excuse.
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Sales Process, A Special Version Of Project Management
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4592 days ago
We've spent a lot of time talking about our project management process, but we're here to talk about our selling process. I'm not clear what it is, or why we need to have one. Can you share your ideas about this?
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Are We Speaking The Customer's Language?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4597 days ago
Made Hot by: Monsieur Eraser on April 27, 2012 3:56 am
As sales people, we want to maximize our impact on the customer. We want to make sure our customers understand us and that we understand the customer. It's not the customer's job to speak our language---we have to speak the customer's language.
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