We're constantly busy--each of us tends to fall into a routine. We start doing the same thing, every day, every week, every month........ Then something happens, we start failing to produce results, we adjust. Usually this means doing more of the same--only with greater intensity, perhaps faster
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Dabrock voted on the following stories on BizSugar
Momentum--Helping Us Or Holding Us Back?
Posted by dabrock under SalesFrom http://www.futuresellinginstitute.com 5002 days ago
If Our People Fail, We Have Failed As Managers
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 5002 days ago
In our Future Selling Institute Office Hours last Friday, my friend, Jonathan Farrington, made a comment in a discussion about coaching. He said, as managers, if our people fail, we have failed as managers. It's an important statement that deserves much more in the way of discussion.
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Rethinking Qualifying—Is This Good Business For Us?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 5003 days ago
Most of the time when we think about qualifying sales opportunities, we focus on the customer situation. We consider: Do they have a real need to buy, is
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What If We Can’t Find Compelling Value For Our Solutions?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 5004 days ago
I was reading Rebel Brown's great post: Accentuate The Positive. It focuses on positive messages and approaches in sales and marketing. She raised an
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What’s The Worst Objection?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 5005 days ago
I was reading a blog post the other day, it posed the question: What's the worst objection? There were a lot of interesting responses and amusing war
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Three Test for Hiring Salespeople—Part Two
Posted by dabrock under SalesFrom http://www.futuresellinginstitute.com 5006 days ago
Sometimes we hire as if it’s enough that the person we hire can do the job for which we are hiring them. Rarely is this ever true.
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Three Tests for Hiring Salespeople—Part One
Posted by dabrock under SalesFrom http://www.futuresellinginstitute.com 5007 days ago
The salesperson’s skills, their attributes, and their beliefs must be considered; they are what we need. But what we need often crowds out one of the most important constituencies we should be considering: our prospective clients.
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Isn't Social Networking About Connecting With People?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 5007 days ago
I received an intriguing invitation to “connect” today. Best described, I was asked to connect with a “Thing,” Not a person. This thing had a relatively normal first name, but then a very gimmicky “phrase” as a last name.
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Performance Management Is Not Optional
Posted by dabrock under SalesFrom http://www.futuresellinginstitute.com 5008 days ago
The primary reason management exists is to manage performance within their organizations. We put in place strategies, programs, processes, tools, metrics, incentives to optimize performance. We make sure we hire the right people and train them to maximize performance. A key element of managing p
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Why I Love Lazy Sales People!
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 5008 days ago
I love lazy sales people! Actually, let me clarify, I love lazy sales people who consistently achieve their goals and objectives. Every organization has one or two of them, we know how to recognize them. They're the folks that never seem to be in a hurry, they seem to have time on their hands.
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