My good friend, Brian MacIver, reminded me of the struggle sales people have in … [Read more...]
Tag: Value Proposition
Do We Know How To Do "Needs Discovery/Analysis?"
What Problem Is Your Customer Really Trying To Solve? Posted on April, 2019
The majority of sales people, unfortunately are just peddlers---walking, talking … [Read more...]
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...]
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