Value Proposition Archives - Page 26 of 77

Tag: Value Proposition

Getting What We Want
Posted on January, 2021

Sales people are singularly focused on making sales---getting the PO. In some … [Read more...]

We've all been taught the importance of "discovery." It's that process where we … [Read more...]

January 19, 2021 by David Brock 1 Comment

We focus a lot of our sales enablement and related efforts on making our … [Read more...]

We set ourselves up for failure, we set our customers up for failure when we … [Read more...]

January 11, 2021 by David Brock 1 Comment

Someone has been prospecting me. I'll own up to it--normally I ignore 95% of … [Read more...]

As we look at complex B2B enterprise level solutions, without a doubt, they are … [Read more...]

Every day, I get a sales pitch through some channel. Often, the theme is … [Read more...]

December 30, 2020 by David Brock 2 Comments

There's the old fable, "For the loss of a horseshoe, a Kingdom was lost." The … [Read more...]

I was doing a deal review. We were in the final stages of closing a big deal. … [Read more...]

December 10, 2020 by David Brock 1 Comment

I've been sitting in a lot of deal reviews recently. The clients are in varied … [Read more...]