Partnering has been in vogue for the past few years. It seems as though every sales person wants to partner with their customers. Marketers talk about partnering, consultants want to be everyone's partner.
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Dabrock voted on the following stories on BizSugar
"We Want To Be Your Partner!" Another Closing Technique?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4874 days ago
Nothing happens until we start doing it. We won't get that meeting unless we pick up the phone. We won't understand what it takes to get that order until we ask. We won't get that order until we complete all the work of configuring a solution and completing the proposal. Our manager will not stop h
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Who Is Our Customer -- A View From The Fashion Industry
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4875 days ago
I've always admired the connection with the customer that my fashion industry clients have--it's something all of us can learn from. These clients are always trying to understand what's hot with their customers, what drives them, what are the great trends or fads they will buy. They focus intently
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Who Is Your Customer ?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4878 days ago
Can you give me a picture of your customer? What type of business is it, what type of person within the business is it, what are they trying to do, what are their passions, how are you going to address those passions?
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Activity And Progress
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4881 days ago
We confuse activity and progress, unfortunately too often focusing on activity rather than progress.
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Good Revenue And Bad Revenue
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4882 days ago
There's the old -- and still good -- maxim in sales, follow the money. As sales people, we continue to chase the money. We're measured on revenue, our job is to grow revenue, we focus on orders.
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What's Wrong With Strategic Accounts?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4883 days ago
It seems we need to look at the other side of the coin---look at things from our customers' perspectives. Are we strategic suppliers to our customers?
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Walking away from a bad deal is tough. Too often, we don't have the courage to do this--the pressure for revenue is so high that we get ourselves into situations that are bad.
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Sales As A Special Case Of Project Management
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4887 days ago
He's absolutely right--Our sales process and the customer's buying process is very much like a project plan. The sales person acts as a project manager--developing the plan, aligning the resources (customer, partner, and company),and providing leadership in executing the plan. Many of the skills, d
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Start With The End In Mind
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4888 days ago
We have to approach the planning process with the end in mind---when does the customer want to make a decision, when do we want to complete this project? Once we understand the end goal, we develop all our plans by working backwards from that goal. We know our sales process, we know all the activit
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