As we look at complex B2B enterprise level solutions, without a doubt, they are … [Read more...]
Tag: Value Proposition
Reveling In Complexity
"This Is What Your Competitors Are Doing" Posted on January, 2021
Every day, I get a sales pitch through some channel. Often, the theme is … [Read more...]
"For The Loss Of A Horseshoe...." Posted on December, 2020
There's the old fable, "For the loss of a horseshoe, a Kingdom was lost." The … [Read more...]
We Don't Create Value By Discounting It! Posted on December, 2020
I was doing a deal review. We were in the final stages of closing a big deal. … [Read more...]
Your Customers Aren't Buying Your Product, So Why Do You Keep Selling It? Posted on December, 2020
I've been sitting in a lot of deal reviews recently. The clients are in varied … [Read more...]
What's Next? How Are You Moving This Forward? Posted on November, 2020
I have to apologize to Dave (not me). Dave's a good sales person, we were doing … [Read more...]
Trick Or Treat? Posted on November, 2020
I realize it's 2 weeks past Halloween, but I am compelled to write this post. … [Read more...]
What's Driving Your Customer's Need To Buy? Posted on October, 2020
Understanding what's driving our customers to change, to address a new … [Read more...]
Are You Really Differentiated? Posted on October, 2020
We all know the importance of differentiation. If we aren't differentiated from … [Read more...]
What Do I Do With The Answers To These Questions? Posted on October, 2020
I had a fascinating call with a young sales person. He'd been reading a lot of … [Read more...]
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