The majority of sales people, unfortunately are just peddlers---walking, talking … [Read more...]
Tag: Value Proposition
What Problem Is Your Customer Really Trying To Solve?
What Do Our Customers "Owe" Us? Posted on April, 2019
Someone wrote to me, somewhat earnestly, "We need to know the buyer has our best … [Read more...]
Compressing Our Customer's Buying Process Posted on April, 2019
I read a post about influencing and accelerating our customers' buying … [Read more...]
What Pisses Me Off About Gartner's "Spaghetti Chart" Posted on April, 2019
My friends at Gartner published a really important chart a couple of years ago. … [Read more...]
"I won't pay more than $X!" Posted on April, 2019
We were doing a deal review. It was a big deal with a prestigious customer. … [Read more...]
Meet "Bob" Posted on March, 2019
Meet "Bob," Bob is the diagram below. I wish I could take credit for the … [Read more...]
What Are The Consequences Of Doing Nothing? Posted on March, 2019
What are the consequences of doing nothing/not changing? The answer to this … [Read more...]
Start With The End In Mind, The Tyranny Of More, Part 2 Posted on March, 2019
I wrote, "Tilting The Numbers In Our Favor, The Tyranny Of More." In that, I … [Read more...]
CEOs Would Be PISSED OFF If They Knew This Secret! Posted on March, 2019
I spend a lot of time with CEOs, boards, and top executives. Inevitably, … [Read more...]
Selling IS A Service Posted on March, 2019
It seems the world is migrating to an "As A Service" model. Everyday one hears … [Read more...]
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