What if we came up with metrics that were closely aligned with sales--perhaps shared with sales and put every marketing person on commission? Would that drive greater cooperation? Would it elinate the silo's? Market and sales are both accountable for generating revenue and growing the company. Alig
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Dabrock voted on the following stories on BizSugar
Let's Put Marketing On Commission!
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 5023 days ago
Fun With Value Propositions
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 5025 days ago
Over the past few months, I have had the opportunity to talk and write a lot about value propositions. I've seen a lot of approaches and thought it would be
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Does Success Blind Us To The Real Opportunity?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 5026 days ago
Often I get into conversations with very successful sales professionals or leaders. They have a track record of meeting their goals, consistently meeting quota. Justifiably, they're proud. But then, I pose the question, Are you achieving enough? Are you reaching your full potential? Often, the reac
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Are We Too Glib In Talking About Sales Performance Management?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 5027 days ago
Let me make a confession up front. I copped out on the title of this post, if I had really been honest and courageous, I would have titled this, Am I Being Too Glib In Talking About Sales Performance Management? If you are a regular follower of this blog, you know I talk about this very frequently,
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How About Hanging Out Where Your Customers Hang Out?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 5028 days ago
When I started my sales career, I sold computers to large banks on Wall Street. It seemed obvious at the time--and since--that the way to really understand what was going on in the industry and with my customers was to hang out where they did.
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Sales Management, It’s About Inspecting The Process, Not Transactions
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 5029 days ago
I've been away for a week working with a great sales management team. We were doing a deep dive into the issues they faced in maximizing the performance of
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You've Got New Ideas, New Programs, But What Are You Stopping?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 5030 days ago
I've spent much of my time over the past few weeks participating in a number of sales kick-off meetings. January is always a great month (at least for those on an calendar fiscal year). It's when we get to start all over. Whatever happened last year is behind us. We start anew, we have new quotas,
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Value Propositions Change Through The Sales Cycle
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 5031 days ago
Too often, we tend to think of our value propositions as static. Effective value propositions will change as we execute our sales process. Early on, as we
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What Kind Of Example Do You Set For Your People?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 5032 days ago
As managers and leaders, if you don't care about your customers, if you don't care about your people, if you don't demonstrate some leadership, why should you expect anything better from your people. Each of us, as leaders, set an example for our people. Let's make sure we set the right example!
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What Would Happen If We Saw Things The Way Our Customers Saw Them?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 5033 days ago
Most of the organizations I work with are very high performance organizations. They have great products, great sales people, and provide solutions that can
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