Hopefully, any person in a sales role knows the importance of value--whatever … [Read more...]
Tag: Insight Selling
Why Do We Continue To Get The Basics Of Value So Wrong?
We Can Only Create Value With The Customer, Not For The Customer Posted on August, 2016
For regular readers, you probably are wondering, I've long talked about the … [Read more...]
WebMD And The 57% Posted on August, 2016
As happens from time to time, I had been feeling a little off for a few weeks. … [Read more...]
What's The Customer's "Whole Problem" Posted on August, 2016
Our focus, naturally, is on what we sell. More accurately, it's on what … [Read more...]
Can Sales Really Create Value? Posted on August, 2016
Leanne Hoagland-Smith wrote an outstanding post, The Ultimate Sales Goal Is … [Read more...]
Tilting The Revenue Curve Posted on August, 2016
In the past few days, there have been a couple of outstanding articles on … [Read more...]
Putting Aside Our Agenda For The Customer's Posted on July, 2016
Gary Peyrot asked a great question recently, He had read, "What Would Happen If … [Read more...]
Your Customers Have Problems, But Do They Know? Posted on July, 2016
Not long ago, I got a call from a frustrated sales person. He had a huge … [Read more...]
Drive Sales With Product Knowledge, Drive More With Customer Problem Knowledge! Posted on July, 2016
I read an article entitled, "Drive Sales With Product Knowledge." It was a good … [Read more...]
Building Your Personal Brand Posted on July, 2016
There's a lot written about building Personal Brands. A lot of the discussion … [Read more...]
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