Recently, I had an interesting email exchange with someone who clearly had bad … [Read more...]
Tag: Value Proposition
When Is An Interruption Not An Interruption?
We Don't Lose Because Of What We Sell! Posted on October, 2019
Sit down with most sales people doing a loss review. The majority of the … [Read more...]
FUD Meets FOMO Posted on September, 2019
We and our customers live in worlds of paradox, uncertainty, confusion, … [Read more...]
Please Hire My Solution Posted on August, 2019
Think of the last time you were looking for a job, or being interviewed for a … [Read more...]
Customers Feel Value Posted on August, 2019
Scott Gillum and I were having one of our usual conversations, the marketing vs. … [Read more...]
Sales Is Simple, Buying Isn't! Posted on August, 2019
I succumbed to a certain amount of narcissism (as I often do) in my post: Sales … [Read more...]
Win Fast, Lose Faster Posted on July, 2019
Losing fast, having the courage to walk away from a deal that you are highly … [Read more...]
"What Could Go Wrong?" Posted on July, 2019
It seems to be human nature that we don't want to think about what could go … [Read more...]
Our Customers Are Voting With Their Time Posted on July, 2019
Several years ago, Gartner research on how customers allocate their time in the … [Read more...]
Are You The Salesperson Creating Value For Your Customer? Posted on July, 2019
I was talking to a team of sales people about engaging their customers with … [Read more...]
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