We've long had the idea that a value proposition has to do with "exceeding … [Read more...]
Tag: Communicating
Giving The Customer More Than They Paid For
Value Prop Aligned With What The Customer Values? Posted on January, 2016
Not long ago, in speaking with a top executive, he expressed great frustration … [Read more...]
Your People's Performance Is A Reflection Of Your Performance Posted on January, 2016
It's impossible to be a top performing manager if your people aren't … [Read more...]
Sell The Vision, It's Easier Than Selling The Product! Posted on January, 2016
I've never sold a computer or licensed software in my career. I've never sold … [Read more...]
How Have You Helped Your Customers Improve Their Outcomes? Posted on December, 2015
As we approach the end of the year, there's always a huge intensity of … [Read more...]
Stop Wasting Money On Marketing Automation, Personas, And Content Marketing! Posted on December, 2015
Recently, I lamented about the challenge I face with my email Inbox in Your … [Read more...]
Your Marketing Is Driving Me Away! Posted on December, 2015
Every day, I receive somewhere between 150-200 emails--"valid emails," not the … [Read more...]
What's The Problem With Demos Posted on November, 2015
Demos Sell! I was visiting a company recently, they had a full court press on … [Read more...]
Is Selling SaaS Solutions Different From Other B2B Solutions? Posted on November, 2015
Is selling SaaS solutions different than selling other complex B2B solutions? … [Read more...]
CEO, Don't Let Your Agency Destroy Your Brand! Posted on November, 2015
I always hate having to start a post with an apology. I've many friends and … [Read more...]
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