We know the importance of selling internally. We get support, resources, and … [Read more...]
Tag: Insight Selling
Selling Internally
Are You Creating A Sense Of Urgency With Your Customers? Posted on April, 2013
I do deal reviews with sales people every week. Too often, I hear the same … [Read more...]
The Ability To "Figure It Out" Posted on April, 2013
There's a great article in the Harvard Business Review, "Figure It Out." Be … [Read more...]
Insight Is All About Having A Point Of View Posted on April, 2013
Insight is all about having a point of view, but too often I see sales people … [Read more...]
"How Much Does That Cost?" Posted on April, 2013
A natural question customers always ask is, "How much does that cost?" … [Read more...]
Do You Understand Your Differentiation, Does Your Customer? Posted on April, 2013
Over the past few weeks, I've written a number of posts about Value Propositions … [Read more...]
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...]