I was doing a Q&A after a keynote at a SKO. It was a very sharp group of … [Read more...]
Tag: Value Proposition
RFP's?
How Do We Do Better? Posted on January, 2022
Numbers are important in sales. Our goals are based on the numbers. KPI's are … [Read more...]
"Customers hate.....[Fill In The Blank]..." Posted on January, 2022
All my news feeds are filled with guru's talking about how much customers hate … [Read more...]
"What Do You Think Cold Calling Is?" Again????? Posted on January, 2022
Apparently, I stuck my foot into my mouth, but I'm getting use to the taste of … [Read more...]
Pricing Is Never A Sales Problem Posted on January, 2022
Recently, I had an interesting conversation with an executive. He reported on … [Read more...]
"Did We Do The Right Thing?" Customer Engagement, It Can Be Really Simple! Posted on January, 2022
We struggle with customer/prospect engagement. We send endless emails trying to … [Read more...]
There Is No Excuse For Not Doing Your Homework! Posted on January, 2022
To the annoyance of most school children, virtually every night, their parents … [Read more...]
"Did I Do My Best To...." Posted on January, 2022
I'm a big fan of Marshall Goldsmith. One of the methods he uses to help people … [Read more...]
Win/Loss Analysis--Are You Learning As Much As You Should? Posted on January, 2022
I'm always stunned by how little win/loss analysis we do. Of course, when we … [Read more...]
The "Heavy Lifting" In Buying And Selling Posted on January, 2022
Selling is difficult. We have to find opportunities for our products and … [Read more...]
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