Recently, I read a pretty old article in HBR: Business Marketing: … [Read more...]
Tag: Value Proposition
Value Realization Is Only Table Stakes, What Differentiates Us?
"It's The Way We Put It Together, That Sets Us Apart" Posted on October, 2022
Too often, when we look at high performance organizations or sellers, we tend to … [Read more...]
Our Fears Of Losing.... Posted on October, 2022
Classically, we tend to view winning and losing as two sides of the same coin. … [Read more...]
Problem Solvers Or Problem Responders? Posted on October, 2022
One of the great joys of working with sellers and leaders is that, generally, we … [Read more...]
Are Your Customers Doing Their Homework? Posted on October, 2022
Hank Barnes' research on buyer remorse (and other things) is some of the most … [Read more...]
Do More, Do Better, Do Differently.... Posted on September, 2022
We are driven to grow, to drive much higher levels of revenue and attainment. … [Read more...]
Customers And Sellers, Conflicting Systems Posted on September, 2022
I've been writing a series on the importance of systems thinking in buying and … [Read more...]
The "Sales Tolerance Stack Up Problem" Posted on September, 2022
As an engineer, I learned it is impossible to design and build the perfect part. … [Read more...]
Do Sellers Really Understand How Businesses Work? Posted on September, 2022
I've been reflecting on projects I've been helping clients with over the past … [Read more...]
Business Relevance Posted on September, 2022
Today, I had the pleasure of working with the students of Howard Dover's UTD … [Read more...]
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