I'm taking a bit of a departure from some of the rules I have established for myself and this blog. One thing I have avoided is taking political positions,
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Dabrock voted on the following stories on BizSugar
On SOPA And PIPA
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4670 days ago
I Thought I Had Solved World Hunger
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4671 days ago
Not long ago, my wife had to be away from home for a week. It happened to be a week that I wasn't traveling so, I had to fend for myself on meals. The first
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Pay For Performance
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4672 days ago
I have to admit I'm a little hard nosed about this topic. We can't have it both ways, it's just an insane argument. When we perform well we should be compensated for it. When we perform poorly, we should be compensated for that performance---not our effort. If our performance has been down from the
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Do You Have The Pieces-Parts Or A Working System?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4672 days ago
A lot of organizations are similar. When I talk to them, they have all the pieces/parts. They have a sales process, they have hired the right people, they have a good organizational structure, they have a compensation plan, they have training, they have demand generation programs, they have marketi
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Performance Management Friday --- Win/Loss Analysis
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4675 days ago
There are two different perspectives of wins and losses that I'd like to discuss. One is the fairly typical win/loss review that should be conducted with every major opportunity--particularly for every major loss. The other is a broader view of wins and losses--looking at overall trends and pattern
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Order Taker Or Solution Creator?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4676 days ago
The other day Seth Godin offered a short post on Sold or Bought. It offered an interesting perspective, but he didn't go far enough on selling. We can further refine this view in a number of ways. One of the major splits I see is sales people who are really order takers versus solution creators.
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Who Should We Be Coaching?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4677 days ago
I'm struggling with some of the ideas, these ideas, frankly, I think it's the manager's job to be coaching everyone. This doesn't mean each person requires the same amount of time in coaching. Nor does it mean we have a cookie cutter approach to coaching everyone on the same thing.
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The Importance Of Push And Pull In Sales
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4678 days ago
Push is important, it's the obligation of sales people--but it must be correctly focused. It has to be about the customer. It has to be focused on them and what they can achieve. It's the obligation of the sales person to help their customers think differently about their businesses, to discover ne
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Hearing What We Want To Hear
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4679 days ago
Yet sometimes our optimism is our downfall. We tend to accept things that fit our picture, not challenging them. We tend to listen selectively, hearing what we want to hear, not necessarily hearing what is really being said.
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Not Worth The "Paper It's Written" On
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4684 days ago
Companies spend billions of dollars each year in training people on sales and related methodologies. Billions more are spent on tools like CRM systems and others that help improve sales people's effectiveness and efficiency. Yet much of that is simply wasted.
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