The whole focus in the launch is about the product! Afterall, that's why they are called Product Introductions. Just one time, I'd like to see a product introduction that focuses, instead, on the customer
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Dabrock voted on the following stories on BizSugar
Our Customers Are Missing The Opportunity To ....
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4741 days ago
Sending Your Sales People Out Naked, The Problem With "Challenger Selling"
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4742 days ago
There's, rightfully so, a huge rush to Challenger Selling. But I worry, it's starting in sales. Sales cannot successfully sustain Challenger Selling, unless the entire organization has a Challenger Business Strategy.
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Getting From Here .... To There
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4743 days ago
Imagine a contest. You've landed in a city you've never been to before. You're goal is to get to a certain location. Others are trying to reach that location, you don't know who they are. The person that gets there first gets $10 Million.
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Performance Management Friday --- Sales/Management Alignment
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4745 days ago
In this week's post on performance metrics, I'll take a step back. Rather than looking at a specific metric, I'll spend a little time talking about the differing points of view on metrics---the sales person/individual contributor's view and sales management's view.
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"I Don't Need No Stinkin' Sales Process!"
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4746 days ago
Ask your sales people these three questions: Does it help you win more business? Does it help you win faster? Does it help you win it more profitably?
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Buying Isn't Important, It's The Results Of Buying That Are Important!
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4748 days ago
Customer lose their way in the buying process. If we aren't providing them leadership, we'll get lost with them.
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Top Sales And Marketing Awards
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4749 days ago
Jonathan Farrington is once again hosting the Top Sales Awards. It's an opportunity for you to vote on your favorite blogs, books, sales Gurus', sales tools,
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Before You Can Create Value For Your Customer, You Have To Know What Value You Create
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4749 days ago
Having a differentiated value proposition, creating value for your customers is critical for sales success. But when I speak with sales executives and professionals, it's often not clear what really sets them apart.
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What's Your Focus?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4750 days ago
I work with dozens of organizations and hundreds to thousands of business professionals every year. Over time, I’ve noticed some important differences in the focus of many of these people and organizations. Some (too many) focus on avoiding failure, some focus on achieving success.
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Performance Management Friday --- Customer Retention/Customer Attrition
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4750 days ago
Usually it's easier, and cheaper to sell to a current customer than to acquire a new customer. Monitoring customer retention and customer attrition is important. Ideally, 100% of our customers continue to see superior value in our products and services, and want to continue to be customers.
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