I'm beginning to think far too many sales and marketing people think customers … [Read more...]
Tag: Value Proposition
When Will We Stop Thinking Our Customers Are Stupid?
Customers Are Choosing How To Invest Their Time, Is Investing In You Their Best Investment? Posted on September, 2017
The reality of our professional, business, (perhaps our personal lives), is that … [Read more...]
Show Your Customers That You Care Posted on September, 2017
Everything we read about customers and their attitudes about sales people is … [Read more...]
The Tragedy Of "No Decision Made" Posted on September, 2017
Depending on the research you read and believe, the number of buying journeys … [Read more...]
Design Your Sales Calls For Success Posted on August, 2017
Some years ago, we did research on the effectiveness of sales calls and … [Read more...]
Knowledge Is Power Posted on August, 2017
Knowledge is power---this has been acknowledged for years. Let's assume that's … [Read more...]
Where Did That Close Date Come From? Posted on August, 2017
Bob Apollo recently wrote a great piece, "Where Did That Close Date Come From?" … [Read more...]
Value Creation, Are Your Customers Holding Up Their End? Posted on July, 2017
I wrote, The Arrogance Of Creating Value For The Customer. Most of the time … [Read more...]
Leading With The Problem? Posted on July, 2017
I was involved in a twitter discussion. The following question was posed, "When … [Read more...]
The Arrogance Of "Creating Value For The Customer" Posted on July, 2017
We, and I, are sloppy in our language, at times, particularly when we speak of … [Read more...]
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