Yes, this is a post about establishing and executing plans. Whether it's a plan to win a deal, to make a high impact sales call, to maximize your share within the account or territory, to make your quota, to hire the right people...... For all of these, we maximize our effectiveness and the quality
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Dabrock voted on the following stories on BizSugar
If You Don't Know Where You Are Going, Any Road Will Get You There
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4573 days ago
Customer And Market Transitions Wait For No One
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4574 days ago
The ability to recognize and move on these is critical. If we don't change, we won't make it through these transitions and if you don't change you won't either. It's happening at a faster pace in every industry.
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What's In It For The Person Paying The Bill?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4575 days ago
I received a frustrated email from a colleague the other day. He described a sales situation---he's selling a solution that creates a tremendous return for this customer. The return is about 4 times the investment -- a business case that seems compelling on the surface. But he's frustrated because
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Five Conditions Your Sales Process Must Satisfy
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4578 days ago
As much as has been written about sales processes, I am constantly amazed by the number of organization that either have no process in place, their process is hopelessly outdated, or the sales people and managers don't use the process. We can never achieve the highest levels of performance without
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Learning From Our Subordinates
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4578 days ago
One of the greatest values of teaching, coaching, and mentoring is what we learn from the person we are coaching. It helps us grow and to perform at even higher levels. When you are coaching, don't cheat yourself of the opportunity to learn from those who you are coaching---that may be where the gr
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Before You Pick Up The Phone!
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4579 days ago
Before you pick up the phone, make sure you have your prospect's LinkedIn profile and website in front of you. When you get a call, immediately bring up the profile of the person who is calling and their company's website.
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Does Every Review Become A Deal Review??
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4580 days ago
Think about the last pipeline review you participated in. It starts out with a review of the pipeline, pretty soon, someone--perhaps the manager, perhaps a participant, perhaps the sales person doing the review, focuses on a particular deal. All of a sudden the conversation shifts and becomes a dea
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Taking Shortcuts
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4581 days ago
Too often, however, the shortcuts we take are the wrong ones. It's too hard to research a company and individual before a prospecting call, so we just call and talk about the only thing we know--ourselves and our products.
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"Can We Collaborate?"
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4583 days ago
Collaboration is something very different. Collaboration involves deep alignment of goals, values, priorities and outcomes. Successful collaboration requires Shared Vision, Shared Values, Shared Risks, Shared Resources, and Shared Rewards. Each partner must be aligned across these dimensions for co
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Interruption Based Selling!
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4583 days ago
I've been following a discussion on cold calling. The topic of Interruption Based Selling came up, with several people taking strong stands against
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