Every founder, business strategist, revenue focused executives, product … [Read more...]
Tag: Value Proposition
What About Problem Market Fit?
Creating Customers For Life..... Posted on February, 2025
No, this isn't a post on the importance of retention/renewal/expansion, though … [Read more...]
Buyers Are Getting Better, Are Sellers? Posted on February, 2025
I've been a huge fan of Hank Barne's research on buying and buyer regret. Over … [Read more...]
AI Isn't The Selling Point! Posted on January, 2025
Recently, I was coaching a seller on a critical call he was about to make. His … [Read more...]
What Are We Trying To "Discover" In Our Discovery Process? Posted on January, 2025
A long time friend and colleague asked me to sit in a vendor meeting. He is the … [Read more...]
Stop Waiting For The Customer!! Posted on January, 2025
Most of our selling activities are driven by our customers. As much as we may … [Read more...]
Love The Problem, Not The Solution! Posted on January, 2025
We are in enamored with, perhaps even in love with our products. We have … [Read more...]
Customers Can't Tell You What They Need! Posted on December, 2024
I think since the first book on selling was ever written, we have internalized … [Read more...]
"I'm Trying To Think, But Nothing Happens....." Posted on December, 2024
Too often, as I look at my feeds, or as I discuss many well intended … [Read more...]
Who Is This Important To? Posted on November, 2024
We are taught to "call high." We want to reach the top executives in an … [Read more...]
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