Every year, US companies invest $4-6 Billion in training (From a person who really knows, Dave Stein, CEO of ESResearch). This includes internally developed training as well as that procured through the training companies. It's a huge amount of money, yet most of that money is wasted, Dave Stein wo
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Dabrock voted on the following stories on BizSugar
Sales Training--Sustained Performance Or The Sugar High?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4913 days ago
We All Make Mistakes, It' How We Recover That Makes The Difference
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4915 days ago
The response has been far beyond my expectation (almost embarrassing), but distinguishes Dell, it's leadership and it's commitment to customer excellence.
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Even The Biggest And Best Get It Terribly Wrong!
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4917 days ago
Today, I get this email, it's addressed to undisclosed recipients, which is really email-speak for Dear Occupant or Current Resident. Here's the text of
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How Did You Arrive At This Perception Of Our Solution?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4918 days ago
We need to understand how our customer arrived at their current understanding of their needs and perceptions of our solutions.
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Do You Really Want To Sell?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4919 days ago
But it's strange--in those thousands of conversations, there are a very large number where the people really don't want to be selling--they want the result, but they don't want to go through all the tough work to get the result.
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In Winning, It's The Little Performance Differences That Count
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4920 days ago
Most competitive sales situations are very difficult, the margin of difference between the winner and everyone else is often very small---possibly small differences in the capabilities of the solutions, negligible differences in the reputations of alternative vendors, and probably small difference
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Sales Intelligence--It's About Connecting The Dots
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4920 days ago
Actually sales intelligence is critical, there's an interesting conversation about this at Focus.com, you should weigh in with your views. I think too many people get sales intelligence wrong--too many focus on the data. Effective sales intelligence is really about the questions---it's about the in
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Mistakes New Managers Make
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4924 days ago
Transitioning from the role of individual contributor to a freshly minted New Manager is fraught with opportunities to make mistakes. In this article, I just want to focus on three things, I've seen happen to new managers too often:
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The First 90 Days--Critical To Management Success
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4925 days ago
The first 90 days in any job is critical to your success. What you accomplish in your first 90 days sets the pattern for you and the organization over a much longer period. Everyone knows this, unfortunately, too many squander the opportunity to have their greatest impact by acting too soon.
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Primer For The Newly Appointed Sales Manager
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4926 days ago
There's an interesting phenomena that happens with too many newly appointed managers-regardless their level of management, they immediately want to make their mark on the organization, they want to make changes, just to be making changes. I see this with many experienced managers moving into new ma
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