Win/Loss reviews are critical to continuous improvement. Do you conduct them? Amazingly, for as much effort as we put into winning or losing a deal, I see
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These stories submitted by Dabrock will be featured BizSugar's homepage
Win/Loss Reviews
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 3789 days ago
You’re The Expert–Aren’t You?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 3803 days ago
Customers value sales people for their expertise. They want sales people to bring ideas, to help solve their problems, to help them improve and do better. It
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Observations On Dreamforce 2013
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 3805 days ago
It's taken me a couple of weeks to sort some of my thoughts on this year's Dreamforce. In the weeks leading up to Dreamforce, I kept trying to find excuses not
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“No Decision Made” Is Still A Competitive Loss
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 3811 days ago
Depending on the research you look at, "No Decision Made" has a huge impact on results we produce. The lowest levels I've seen with leading market research
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Developing Insight—Just Read, Observe, Ask
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 3827 days ago
We struggle with developing Insight. Sure, we need help and support from marketing, product management, and others in the organization. But there's a huge a
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It’s Not About The Form/Template
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 3837 days ago
The other day I wrote, "It's Account Planning Season" again. Commenting on the post, Tamara Schenk reminded me the value of account planning--or any planning
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Just Because It’s Interesting To You, Doesn’t Mean I Care
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 3843 days ago
The phone rang, a sales person introduced himself asking, "Who's in charge of credit card processing?" Whenever, I don't know the answer to those things, I
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In Praise Of Templates, Checklists, Complete Sentences, And Writing Things Down!
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 3845 days ago
I can hear the groans already. Thousands of sales people and some managers are saying, "Here's Dave talking about writing things down." In workshops, I see e
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Sales Process Is Habit Forming
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 3852 days ago
I was rereading a post from Kevin Eikenberry (Kevin's a favorite of mine) on The Power Of Habits. Be sure to read it, it's an important article. As I re
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Funnel/Pipeline Games
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 3853 days ago
The funnel/pipeline is a fundamental tool for sales professionals and managers. It's the tool that helps us understand whether we are on target to meeting our
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