Selling is tough! I can't imagine more of an understatement. Despite all the … [Read more...]
Tag: Value Proposition
Squandered Opportunity
Value Realization Is Only Table Stakes, What Differentiates Us? Posted on October, 2022
Recently, I read a pretty old article in HBR: Business Marketing: … [Read more...]
"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...]
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