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Pipeline Stench

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3943 days ago
Made Hot by: sundaydriver on July 21, 2013 3:42 pm

Here's an idea for some clever software entrepreneur, add smell to pipeline management software. Sometimes, I really wish we could smell our pipelines, Read More

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Insight, Change, And Value

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3944 days ago
Made Hot by: bloggerpalooza on July 20, 2013 3:30 pm

I've been writing a lot about Insight recently. In the course of the posts, I've gotten really outstanding and intriguing comments, both privately and Read More

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Insight,Co-Creation, And Value

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3948 days ago
Made Hot by: thelastword on July 19, 2013 2:58 am

I wanted to expand on my post, Insight And Co-Creation, and much of my writing on Value Propositions/Creation. Often, I speak of the value we create in the Read More

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Separating The Challenger Sales Person From Insight Delivery

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3954 days ago
Made Hot by: SimplySmallBiz on July 10, 2013 8:29 am

Isn't this what professional B2B selling is really about? Whether you call them Challengers, Solutions Sales People, Customer Focused Sales People, or any other label. The top performers always take control of the sale. Read More

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"We Don't Have The Budget"

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3958 days ago
Made Hot by: NolanGreen on July 7, 2013 5:50 am

In qualifying, perhaps the more appropriate question is, If we can develop a business justified solution (meeting your financial and strategic hurdles), will you fight for the funding for this investment? Read More

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My Best Mentor

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3961 days ago
Made Hot by: NanoTechnologyMedia on July 3, 2013 11:26 pm

I saw a post on this topic today. It caused me to pause and reflect. I've been very fortunate to have had some outstanding mentors. Naturally, I thought of Read More

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Lean Sales And Marketing, The Cornerstone To Accelerating Revenue Growth

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3962 days ago
Made Hot by: mikehartman1 on July 1, 2013 2:31 am

The real reason we want to focus on lean principles is they are the cornerstone to accelerating revenue growth---and isn't that what we're really about? Read More

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Competing For Mindshare Or Meaningshare

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3965 days ago
Made Hot by: thelastword on June 27, 2013 6:20 pm

It seems, however, we are talking about the wrong thing. Shouldn't we be focusing on creating meaning for the customers? If we focused on creating meaning, we probably wouldn't have to worry about mindshare. Read More

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Tools Don't Change People

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3963 days ago
Made Hot by: NanoTechnologyMedia on June 27, 2013 11:44 am

It's important, tools don't change people, they may improve our efficiency, they may help improve our impact, they amplify our capabilities, they extend our reach, but they don't change people. Read More

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The Weaponization Of Social Media

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 3964 days ago
Made Hot by: sophia2 on June 26, 2013 2:39 pm

I just read Chris Brogan's piece, The Bare Truth About Social Media, a phrase leaped out at me==how we are weaponizing social media. It seems we are at war and social media tools are becoming weapons of mass distraction. Read More