We can learn a lot about value propositions by looking at the vast new array of … [Read more...]
Tag: Problem Solving
Value Proposition, "What Might You Be Doing Instead?"
Automation: Are We Empowering Human Interaction Or Displacing It? Posted on February, 2017
The sales and marketing technology along with the social networking/selling … [Read more...]
The Customer Buying Process Is Not About You Or Your Competition! Posted on February, 2017
I'm tempted to paraphrase the old Carly Simon song, You're So Vain. Too often … [Read more...]
Are You Creating Deep Interactions? Posted on January, 2017
Read any research report, engagement is becoming a top challenge with every … [Read more...]
Sales Management--Pragmatic Selfishness Posted on January, 2017
Yes, you’ve seen these discussion before. Classically, our org charts look … [Read more...]
Crossing The Chasm: What We Care About Versus What Our Customers Care About Posted on January, 2017
There is a huge chasm between customers and our own sales and marketing … [Read more...]
Is Sales Really About Sharing Content? Posted on January, 2017
To some degree, a major function of sales people has been to be an information … [Read more...]
Busyness Is Not Productiveness Posted on December, 2016
Somehow a packed calendar/agenda seems to be an indicator of our "success." We … [Read more...]
Understanding Customer Needs Posted on November, 2016
I was listening to a "discovery call." It wasn't much different than any other … [Read more...]
Helping Your Buyers Look Beyond Themselves! Posted on November, 2016
We know we need to be customer focused. We know that we are most effective when … [Read more...]
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