This is a trick question---but there is a lot of confusion about whether sellers … [Read more...]
Tag: Value Proposition
Selling Process Or Buying Process?
Are You Credible? Posted on July, 2022
Credibility is critical to our ability to engage people, incite them to think … [Read more...]
I Love Selling! Posted on June, 2022
For those who know my background, many may be surprised. But I love … [Read more...]
Account Growth And Innovation Posted on June, 2022
We struggle to get a foothold in a large account. Winning that first deal in … [Read more...]
Rethinking ROI Posted on June, 2022
One of the fundamentals in any kind of solution or value based selling is the … [Read more...]
A Bigger Piece Of The Pie Posted on June, 2022
This weekend, in celebration of the beginning of summer, I was invited to a … [Read more...]
The Coming Recession.... Posted on June, 2022
I'm starting to get "those" calls. Execs are asking for advice. They are … [Read more...]
"In Working With Other Customers Like You....." Posted on June, 2022
Our customers are hungry to learn. They (and we) benchmark themselves against … [Read more...]
A Different Perspective On Revenue Enablement.... Posted on June, 2022
Revenue Enablement is a hot topic these days. I have to confess, it confuses … [Read more...]
The Prospecting Presentation.... Posted on June, 2022
I was recently asked to review the "first meeting" presentation for a large … [Read more...]
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