We were debriefing a closing call. Bill's solution had been selected. Bill had … [Read more...]
Tag: Competition
"We Can't Justify Your Price......"
Customer "Decision-Making Readiness" As A Qualifier Posted on September, 2015
We've all read the data about increases in "No Decision Made." In the new, The … [Read more...]
Just Good Enough Value Creation Posted on September, 2015
Thousands of posts are written about value propositions and value creation. By … [Read more...]
Differentiation, Dissimilarity, Disruption Posted on August, 2015
Recently, I was being interviewed on value creation and differentiation. I was … [Read more...]
Are You Creating Value Or Cost? Posted on August, 2015
There are thousands of posts and hundreds of books on Value Creation. I've, in … [Read more...]
The "Competitor" Question Posted on August, 2015
It happened again this morning. I was doing a review with a sales person. It … [Read more...]
What Sales People Can Learn From High Jumping Posted on July, 2015
High jumping is a fascinating metaphor for sales success, at least in my … [Read more...]
Figuring It Out, Critical Sales Competency! Posted on June, 2015
I spend a lot of time in group meetings or 1 on 1's with sales people trying to … [Read more...]
Don't Fear Transformation, Fear Irrelevance! Posted on June, 2015
A reader asked how to overcome individuals' and organizational fear of … [Read more...]
Did You Write The RFP? Posted on June, 2015
I was asked to participate in a deal review. It was one of those "mega" deals, … [Read more...]
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