Can you answer the question, "How does you customer make money?" By that, I … [Read more...]
Tag: Value Proposition
How Does Your Customer Make Money?
Keys To Success In The New Year! Posted on December, 2019
December is always ripe for prognostication and advice for success in the New … [Read more...]
Role Clarity Posted on December, 2019
Over the past few years, I've noticed a disturbing trend on role clarity. By … [Read more...]
"The Art Of The Bluff" Posted on November, 2019
I was stunned and appalled to read an article sponsored by a major sales … [Read more...]
"Even Though I Hate Talking About Price......" Posted on November, 2019
Someone has been prospecting me, trying to provoke me to respond and take a … [Read more...]
Expecting Our People To Think For Themselves Posted on November, 2019
I've not been following my normal cadence of blog posts the past couple of … [Read more...]
Predictable Buying Posted on November, 2019
We spend lots of time and money trying to create predictable revenue, increasing … [Read more...]
Sales Is All About Relationships Posted on October, 2019
Sales IS about relationships. This truism is often parroted, but too often, has … [Read more...]
Great Selling Is Not Something We Do To Customers Posted on October, 2019
As usual, I got embroiled in a LinkedIn conversation on selling. What sucked me … [Read more...]
When Is An Interruption Not An Interruption? Posted on October, 2019
Recently, I had an interesting email exchange with someone who clearly had bad … [Read more...]
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