I've been talking to a team of people about Value Propositions. They need to … [Read more...]
Tag: Problem Solving
Your "Business Justified Solution" Is Insufficient To Win The Business!
Is Your Mindset Limiting You? Posted on March, 2016
Recently, I've been having a number of conversations about Mindset. I've been … [Read more...]
Do We Set Our People Up For Failure? Posted on March, 2016
I'm pretty tough on sales people. You've read my endless rants about bad … [Read more...]
"No Decision Made," Are You The Problem? Posted on March, 2016
Depending on the research, No Decision Made (NDM) represents a huge percent of … [Read more...]
Can You Change Your Customer? Can You Change Yourself? Posted on March, 2016
Once we eliminate all the fancy words and hand waving, sales is about getting … [Read more...]
When Prospects Don't Follow The Script Posted on March, 2016
I have a confession. For some reason, I take perverse pleasure in taking sales … [Read more...]
"Good Enough" Should Never Be "Good Enough" Posted on March, 2016
I've been involved in a fascinating conversation with Greg Michaels. He wrote a … [Read more...]
Does Your View Of Value Limit You And Your Customers? Posted on March, 2016
Value is one of those $25 words everyone talks about. We all want to talk about … [Read more...]
The Brave New World Of Buying Automation Posted on February, 2016
There was a hilarious article in the New York Times, A Robot That Has Fun At … [Read more...]
Why The "Why" Is Important Posted on February, 2016
As sales people, we know the “why” is very important in probing our customers. … [Read more...]
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