Everyone wants to stand out, everyone wants to be different. Each marketing campaign attempts to be provocative and memorable. Sales people try different
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Dabrock voted on the following stories on BizSugar
Being Different Or Being Impactful?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4767 days ago
Unsolicited Email, Cold Calling, Prospecting, Nurturing......
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4771 days ago
So this is what’s happening this morning. I start the morning looking at email. Craig Rosenberg of Focus.com has posed an interesting question: “Isn’t sending an unsolicited email to someone the same thing as cold-calling them?” There’s an interesting discussion with thoughtful responses from p
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Have A Canned Meeting!
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4772 days ago
Today, I got a note from Paul Castain. Paul hosts one of the best LinkedIn groups and is the author of the Sales Playboook Blog. Paul usually has an
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Do You Have A Plan?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4772 days ago
If you have a plan, are you executing it? If not, then your plans are just wishful thinking. If you don't have a plan, you won't get to where you want to go!
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Rising Tides Float All Ships, But What About Falling Tides?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4773 days ago
Rising Tides Float All Ships, a bit of an odd title, given the current economic uncertainty. This term has been used to talk about the false sense of success many individual and executives may have about their peersonal performance and that of their organizations.
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Business Acumen--More Than Price
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4774 days ago
I talk to lots of people about their value propositions and the business cases they have presented for their solutions. People seem to talk the talk, but in reality, I see few people really focusing on the business value of their solutions.
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Customer Service Is Overrated!
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4775 days ago
Fundamentally, as a customer (B2B or B2C) I don't want to be forced to discover how wonderful your customer service is. I want an extraordinary buying and usage experience. In a perfect world, I'd like to totally avoid the need to use customer service.
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Performance Management Friday -- % Of Opportunities Advanced
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4777 days ago
A couple of months ago, I wrote about Pipeline Flow/Velocity. It's one way of looking at whether things are moving through the pipeline or funnel appropriately. Another simple way of looking at this is by looking at the % of Opportunities Advanced.
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What's Next? Do You Really Have A Deal Strategy?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4779 days ago
This can drag on endlessly, or it can stop at any time the customer loses interest. Sales people need to be more purposeful in thinking about their sales strategy. Sales people can't just respond to the customer, but rather have a strategy for helping move this through the company's buying process.
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"I Made A Mistake"
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4780 days ago
I had a great conversation with a remarkable executive the other day. We were talking about the sales strategies he had established for his organization. At one point, he made the comment, I made a mistake.
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