When we engage our customers in discussing opportunities, we know it's critical … [Read more...]
Tag: Value Proposition
Does Your Customer Understand Their "Why?"
"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...]
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...]
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