Innovation is a hot topic these days. I've been thinking about it a lot, particularly in selling. There's a lot going on in selling. Sales 2.0 generates a
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Dabrock voted on the following stories on BizSugar
Innovation In Sales, An Oxymoron?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 5079 days ago
Value Is A Mystery
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 5080 days ago
From a sales point of view, it's easy to understand that Value Is A Mystery, after all the only side of value that we know is what we can do, our products, services, capabilities, reputation, and so forth. But until we know how our customer define value, it's a mystery to us. Sure we can approximat
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The Future Of Selling, It's Social---Or Is It?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 5081 days ago
I’ve written about this in the past, I’m a strong advocate of social networking and the tools. But declaring the future of selling to be social can be likened to declaring decades ago, “The Future Of Selling—It’s Automotive,” or “The Future Of Selling – It’s The Telephone,” or “The Future Of Sellin
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Your Sales Process Is Not A Route To Market
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 5086 days ago
I had an interesting email exchange the other day. Someone had read many of my post on the Selling Process. He posed a question about the sales process for
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I Don’t Mean To Interrupt You…..
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 5089 days ago
Just opened an email. It started with, I don't mean to interrupt you....... I hope he did mean to interrupt me, isn't that the point? Don't we want to
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The Death Of Selling---Deja Vu All Over Again
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 5091 days ago
Tis the season to be talking about the Death Of Sales. which I'll shamelessly exploit. As the year ends, I'm seeing a lot of blogs forecasting the death of sales. However, it seems that we've had the discussion, over and over and over..... Other than being great blog fodder, I sometimes wonder why
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Little Things Count!
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 5092 days ago
As I was hanging up on a call with a new prospect today, the prospect said something that caught me off guard. He said, Dave, I want to thank you for calling me right on time. So few people do that, it's important to me and tells me a little about your professionalism. I really appreciate your resp
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Is Differentiation Overrated? What About Being Just Good Enough?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 5093 days ago
A week ago, I wrote a post,'Me Too,' Is Not A Value Propsition! With this post you'll think that I've gone mad or am speaking out of both sides of my mouth. But actually this article and the Me Too article represent different stages our Value Propositions go through -- at least in B2B sales.
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Lean-Mean Selling Machines
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 5094 days ago
Over the past few weeks, I’ve been mulling over ideas on Lean Selling----no not what you think. Every sales organization I work with is lean—cutbacks have
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Who Are We Selling Against?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 5096 days ago
Who are we selling against? It's a question I hear as I do deal reviews everyday. I see variants of this in blog posts, LinkedIn questions, and other
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