I've been tracking some discussions about old school approaches to engaging customers. There are a number people talking about the power of handwritten thank
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Dabrock voted on the following stories on BizSugar
The Handwritten Prospecting Letter
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4865 days ago
How Do All The Pieces Fit Together?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4867 days ago
Let me be clear, these people are very smart, experienced and dedicated to achieving their goals--each of which attacks some part of sales performance improvement. But I think part of my discomfort is rooted in how we solve complex problems.
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Management is about making choices and setting priorities. We have to choose to do somethings, choosing not to do others. We have to set priorities and maintain focus. Choosing everything, setting everything to a top priority, consciously or by default (otherwise known as piling on), is a sure path
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Paying Attention
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4872 days ago
In this world of hyper activity and business, I think too many of us find ourselves in the situation of How did I get here? We get caught up in meeting after meeting, constantly being interrupted by emails, texts, tweets. We go through the motions we always have gone through--often on auto pilot.
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Quantity or Quality
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4873 days ago
Not so fast----the answer quantity or quality may not be that obvious. In reality both quantity and quality are important in sales.
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On Collaboration And Partnering
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4874 days ago
More than ever before, collaboration and partnering are critical to business success and sales. Internal collaboration--marketing, sales, customer service --- all working together to grow the business; external collaborations--working with channel and business partners in reaching customers; collab
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What Would Your Customer Say?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4878 days ago
A major part of what I do for a living is to help individuals and organizations improve their performance and sales effectiveness. I participate in a lot of meetings where I'm asked to review the sales effectiveness initiatives of organizations.
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It's Not About The Questions, It's The Conversation
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4880 days ago
But questions aren't the fundamental issue--conversations are. Questions are an important part of establishing a conversation, but I think focusing on questions creates an inbalance and may, in fact, detract from our ability to have conversations.
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Questions, Questions, What Are The Right Questions?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4880 days ago
I've been involved in a number of conversations about questions recently. They've covered topics like, what are the best questions, what should we avoid, and other areas. These questions are always difficult to answer, because so much of the time, the best response is, It depends.
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Will That Be One Funnel Or Two?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4881 days ago
My post yesterday, The Death Of The Funnel, Long Live The Funnel, stirred up some interesting conversation. I thought I'd continue to stir the pot by challenging the notions of marketing and sales funnels. Frankly, I'm not sure why we ever needed to have two funnels (maybe it was some marketing VP
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