People like Hank Barnes, Scott Gillum, Ardath Albee, and Maureen Blandford are … [Read more...]
Tag: Value Proposition
Who Is OUR Buyer?
What's Your Ideal Customer Profile Posted on August, 2021
Not every customer is "our" customer or even a potential customer. It's common … [Read more...]
What If They Aren't Looking? Posted on July, 2021
We know that customers are moving increasingly to a digital buying journey, … [Read more...]
What If You Couldn't Discount? Posted on July, 2021
How would buying and selling change if you couldn’t discount? What if the price … [Read more...]
How Important Is Price? Posted on July, 2021
Price is important—of course, but sometimes I think we, sales people, make it … [Read more...]
"How Are We Doing...." Posted on June, 2021
We're all used to the email surveys, usually following some shopping or customer … [Read more...]
How Value And Value Creation Evolves Posted on June, 2021
It's imperative that we continue to evolve our thinking on value and value … [Read more...]
Rethinking Qualification Posted on June, 2021
Qualification is, perhaps, one of the most important factors to our sales … [Read more...]
Rethinking Rev Ops Posted on May, 2021
There's a lot of discussion about rev ops. In a lot of it, I wonder, "What … [Read more...]
"What Did They Buy It For?" Posted on May, 2021
Some years ago, I was doing a review with a sales team. They closed a huge … [Read more...]
- « Previous Page
- 1
- …
- 21
- 22
- 23
- 24
- 25
- …
- 78
- Next Page »