Why do executives, marketers, and sales people continue this insane behavior?! Why do they invest their time and precious budgets in creating meaningless SPAM which, at best is ignored, at worst creates people who are hostile to their brands and companies? A week ago, I wrote about insane telemarke
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Dabrock voted on the following stories on BizSugar
When Will Sales People Stop This Insanely Stupid Behavior?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4918 days ago
Being Helpful To Customers Must Be For Profit!
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4920 days ago
I write a lot about being customer focused, about helping customer identify new opportunities, look at new ways of growing, assess new ways of running their businesses. I've long advocated being consultative, facilitating the customer buying process, and creating value in every interchange. A lot o
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Sitting On The Customer's Side Of The Desk
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4921 days ago
Not long ago a sales person called be with an idea that I thought was interesting. He was pitching a concept, it was a little intriguing but I had to interrupt him, saying, What you are saying is very interesting to me, however this is the issue we face with our customers, here's how we see things,
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But We Have A Sales Process......
Posted by dabrock under SalesFrom http://www.futuresellinginstitute.com 4923 days ago
A couple of weeks ago, I was on a panel with a number of peers. A couple of the panelists suggested the majority of companies they worked with had no sales process in place. I have a slightly different point of view, one that is perhaps worse news. Most of the organizations I work with have a sales
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Overcoming Resistance to the Using the Sales Process
Posted by dabrock under SalesFrom http://www.futuresellinginstitute.com 4924 days ago
You can (and should) help your salespeople overcome their resistance to the sales process. Here are a few ideas.
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Dear Mr. Customer: I Try Hard To Be A Great Sales Professional......
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4924 days ago
Last week, I met with a sales team I’d been coaching on a large opportunity. For the most part, they were doing everything right. They had focused on identifying all the critical business impact, change management, and related issues facing the customer. They had presented a business based solution
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It's About Helping the Sales Force Block and Tackle
Posted by dabrock under SalesFrom http://www.futuresellinginstitute.com 4924 days ago
During this office hours we talked about all kinds of ideas, but one really big--and not so flattering--idea surfaced. That idea was the abdication of our responsibility as sales managers in providing some really important tools.
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Buyer Persona's -- A Great Starting Point For Sales!
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4924 days ago
I'm a tremendous fan of Buyer Personas*. Anyone who isn't leveraging this concept heavily in all marketing and sales programs is missing a tremendous opportunity. Strong buyer personas is the foundation for marketing programs, content development, and nurturing potential prospects.
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Equipping the Sales Force to Succeed
Posted by dabrock under SalesFrom http://www.futuresellinginstitute.com 4930 days ago
Too often sales managers believe that hiring a salesperson with experience they are absolved of the responsibility of providing them with what they need to succeed.
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2011 Sales And Marketing Success Conference - A Special Event
Posted by dabrock under SalesFrom http://www.futuresellinginstitute.com 4930 days ago
I rarely, like to replicate a post here at Future Selling Institute from my Partners In EXCELLENCE Blog, but I'm borrowing one to announce this event. However on May 9-13, there is a remarkable event for all sales professionals. Both something that can benefit each person in their own personal a
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