Over the past few weeks, I've written a number of posts about Value Propositions … [Read more...]
Do You Understand Your Differentiation, Does Your Customer?
There's Insight, Then There's INSIGHT! Posted on April, 2013
Our customers are starved for ideas and insight. That's why, the sales … [Read more...]
Do We Really Understand Value? Posted on April, 2013
My recent posts, "But Your Price Is Too High," and "Price Is Meaningless Until … [Read more...]
Price Is Meaningless Until You Establish Business Value Posted on March, 2013
This afternoon, I was speaking with a salesperson for a start-up company. We … [Read more...]
The Customer Designs Their Own Customer Experience Posted on March, 2013
We spend a lot of time talking about customer experience design. There is some … [Read more...]
Are You Prepared To Have A Customer-Specfic Conversation? Posted on March, 2013
Insight is the word of the year. We are all being trained in providing … [Read more...]
Creating Social Business Success Posted on March, 2013
Every week, I would venture there are over 100 blog posts or articles talking … [Read more...]
Following The Money Posted on March, 2013
Any sales professional worth her salt knows to "follow the money." … [Read more...]
Lean Sales And Marketing--"Every Activity Has A Context" Posted on March, 2013
I'm at the Forrester Sales Enablement Conference. It's fascinating, I'll have a … [Read more...]
Love The Insight, I'll Write A RFP! Posted on March, 2013
The good news, we've engaged our customers with stunning insights. You've … [Read more...]