Reading an article about Patagonia's and other's strategies, I was struck by the … [Read more...]
Tag: Value Proposition
How Do We Make People Better Off By Working With Us?
Sales And Marketing Alignment Or Integration? Posted on December, 2021
I wonder if we need to rethink our concepts of sales and marketing and how we … [Read more...]
What Are The Two Biggest Factors Impacting Your Win Rate? Posted on December, 2021
I get into a lot of conversations with sales people and leaders about winning … [Read more...]
All Of What We Do Is Really About People Posted on December, 2021
Everything we read about and encounter is about some sort of digital … [Read more...]
"Advancing The Sale" Posted on December, 2021
Most of our time, as sales people, is figuring out, "What do we do next to win … [Read more...]
It's Prediction Season Again Posted on December, 2021
It's that time of year where it's fashionable to make predictions about the big … [Read more...]
Is The Future Of Selling PLG? Posted on November, 2021
I read a lot of commentary from "experts" about PLG--Product Led Growth. … [Read more...]
Our Selling Process Can Help Our Customers Buy Posted on November, 2021
From my earliest days as a salesperson, I've been taught the "sales process," … [Read more...]
Are We Accomplishing Enough In Customer Meetings? Posted on November, 2021
Ideally, we are spending as much time as possible, working with our customers to … [Read more...]
The Customer Focused Sales Process Posted on November, 2021
We've long known (whether we use it or not) about the "sales process." … [Read more...]
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