Information Asymmetry has been a powerful tool in buying/selling almost from … [Read more...]
Tag: Value Proposition
Information Asymmetry.....
Helping Your Customer Imagine New Possibilities Posted on September, 2024
We are each consumed with problems. Problems we encounter in our jobs, problems … [Read more...]
Isn't Buyer Enablement Everyone's Job? Posted on August, 2024
I read a fascinating discussion on LinkedIn. As with many discussions, there … [Read more...]
Personas Are Not People, Personalization Is Not Connection! Posted on August, 2024
Often, I feel like I'm shouting into a void. Complex B2B buying and selling is … [Read more...]
Are We Missing The Point? Posted on July, 2024
For decades, tools/technologies have been developed with the promise of freeing … [Read more...]
Can You Hold Up Your Side Of The Conversation? Posted on July, 2024
We have tools and technology that "equip" us for conversations with our … [Read more...]
On Differentiation Posted on July, 2024
Differentiation is critical in buying/selling. Differentiation gives buyers … [Read more...]
Deal Slippage Posted on July, 2024
Deal slippage is a huge issue for all sellers, but also for buyers. Let's dive … [Read more...]
What's The Problem? Posted on May, 2024
I was having a round table discussion with a bunch of sales people. They … [Read more...]
Price, Cost, Value Propositions, Value Realization, Value Creation...... Posted on April, 2024
"Value" is a critical concept in everything we do, but particularly when we are … [Read more...]
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