I found myself talking about a "Value Proposition." It caused me to pause, … [Read more...]
Tag: Value Proposition
Getting Rid Of The "Value Proposition"
Why, What, How, Who, When, Where Posted on August, 2020
We see versions of these words in different contexts. If you've ever been a … [Read more...]
Helping Your Customers Succeed Posted on August, 2020
I got a LinkedIn message today from a great sales person. It was intended to be … [Read more...]
What's Important To Your Customer? Posted on August, 2020
We know our solutions have to create value for our customers. The challenge, … [Read more...]
Changing Our Mindsets Posted on July, 2020
Our mindset impacts how we think of and engage our customers. It impacts both … [Read more...]
"We Need To Discount....." Posted on July, 2020
It was a morning of deal reviews. The sales person was reviewing the deals … [Read more...]
"Begin With The End In Mind...." Posted on July, 2020
The second habit in Stephen Covey's classic, The Seven Habit Of Highly Effective … [Read more...]
Achieving Our Goals Through Our Customers Posted on July, 2020
Sales people tend to be incredibly goal oriented. We are focused on hitting our … [Read more...]
Helping Our Customers Face Uncertainty Posted on July, 2020
Probably the single biggest issue anyone and every organization faces today is … [Read more...]
Your Competition Isn't Who You Think It Is Posted on July, 2020
I was involved in a discussion with a team on a very large opportunity. It … [Read more...]
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