Dabrock submitted the following stories to BizSugar

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This morning, I'm sitting in a series of presentations extolling the value of big data.  I get it--kind of.  I get that more data has been created in the Read More

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Over the next several months, I'll be interviewing a number of Sales Operations and Sales Enablement executives.  I believe these roles are critical in Read More

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I'm a great advocate of Radical Simplification.  Our worlds are too complex, we seem to keep piling things onto everything we've done in the past.   New Read More

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Solving Our Problems

Solving Our Problems Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 6 days ago
Made Hot by: advertglobal on May 20, 2013 3:43 am
I've been having trouble with a sales person.  He's someone I've done business with a few times before.  It started a few months ago. He sold my wife her Read More

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Try Selling Sand

Try Selling Sand Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 8 days ago
Made Hot by: maestro68 on May 20, 2013 10:48 pm
How would you change how you sell when you are selling sand? When your product is not different than the product your competitor sells, how do you set yourself apart, maintain your margins, and win business from someone else that's selling exactly the same product? Read More

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We all have them, Questions We're Afraid To Ask.  They're obvious, but we're afraid to ask them.  Will we offend the customer?  Will they make us look Read More

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Being stumped on truly difficult issues and working with the customer to solve them is a blessing. It changes both the customer and us. We innovate, we create, we grow, we learn -- together. We collaborate, creating solutions we couldn't have imagined otherwise. Read More

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Buyers Are Self Educating, So Should Sellers!

Buyers Are Self Educating, So Should Sellers! Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 14 days ago
Made Hot by: thelastword on May 13, 2013 11:14 pm
Buying has changed.  The traditional role of the sales person in teaching the customer about solutions and products is much less important.  Buyers are self Read More

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Focusing on deal value colors our strategies and focus. However subtly, everything becomes what we get from the deal. But we get nothing unless the buyer gets superior value from our solution and chooses it. So deal value is meaningless unless we understand buyer value. Read More

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“We Aren’t In Kansas Anymore, Dorothy”

“We Aren’t In Kansas Anymore, Dorothy” Avatar Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 16 days ago
Made Hot by: thelastword on May 7, 2013 10:02 pm
If anyone has doubts about how much professional selling is changing, download and read Mike Schultz and John Doerr's report, What Sales Winners Do Read More

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