Understanding what's driving our customers to change, to address a new … [Read more...]
Tag: Value Proposition
What's Driving Your Customer's Need To Buy?
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...]
Do Our Discovery Questions Really Allow Us To Do That? Posted on September, 2020
The discovery part of the buying and selling proceesses are, perhaps, the most … [Read more...]
Does Your Customer Understand Their "Why?" Posted on September, 2020
When we engage our customers in discussing opportunities, we know it's critical … [Read more...]
"Let's Partner!" Posted on September, 2020
"Let's partner," or many variations on the theme appear in a large number of the … [Read more...]
Don't Get Distracted By What You Sell! Posted on September, 2020
I was having a conversation with a very good sales person. We were speaking … [Read more...]
The Five "Why's" Posted on September, 2020
The "5 Why's" is a tool developed decades ago, attributed to Sakichi Toyoda in … [Read more...]
Getting Rid Of The "Value Proposition" Posted on September, 2020
I found myself talking about a "Value Proposition." It caused me to pause, … [Read more...]
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...]
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