We all say this, "Nothing happens until someone sells something." I don't know … [Read more...]
Tag: Value Proposition
"Nothing Happens Until Someone Sells Something"
On Pricing, Discounting, and Value Posted on March, 2021
There are two retailers I'm fascinated with. One is LVMH. It's a collection of … [Read more...]
Discounting And Defending Value Posted on March, 2021
We try to create value with our customers. Our value has various … [Read more...]
Imitation May Be The Sincerest Form Of Flattery, But It Sucks As A Business Strategy Posted on March, 2021
Sometimes when we lift our heads up and look outside our day to day work, our … [Read more...]
"Seek first to understand..... Posted on March, 2021
One of the most important things a sales person can do with her customer is to … [Read more...]
Do The Work! Posted on March, 2021
I have to confess some exhaustion. Pundits and experts in social media, each … [Read more...]
"Doing More," Is Not A Growth Strategy! Neither Are Miracle Cures! Posted on March, 2021
As sales professionals, we are responsible for driving revenue growth for our … [Read more...]
Is "Helping Our Customers" Incompatible With Selling? Posted on March, 2021
Recently, I've been reading a series of discussions debating the concept, "Can … [Read more...]
If Buyers Are Failing, Sales Can't Succeed Posted on March, 2021
Recently, I wrote, Rethinking Sales Enablement. I suggested we might do better … [Read more...]
Ban "Corporate Glamour Charts!" Posted on February, 2021
I was reviewing a presentation a client was preparing for a critical customer … [Read more...]
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