John Gardner's outstanding book, "EXCELLENCE," published in 1961 has one line … [Read more...]
Tag: Value Proposition
Driving "Volume," Are We Letting Form Triumph Over Substance?
Drowning In Information, But Where's The Knowledge Or Insight Posted on April, 2018
Those of you who know or follow me know I'm an information junkie. My Evernote … [Read more...]
"But That's More Than We Planned To Pay!" Posted on April, 2018
Too often, we get to the end of a buying cycle and pricing becomes the issue. … [Read more...]
If You Don't Know Who Your Customer Is, Improving Selling Skills Won't Help Posted on March, 2018
Over the past few days, I've been participating in a discussion about a … [Read more...]
"Customers Won't Buy Until They Are Ready To Buy" Posted on February, 2018
Recently, I had a discussion with someone, actually a polite disagreement. I … [Read more...]
What's Different About Account Based Marketing/Selling? Posted on January, 2018
Account Based Marketing/Selling is all the rage today. if you haven't jumped on … [Read more...]
Whose Job Is It To Understand The Buyers? Posted on January, 2018
George Bronten just published a fascinating post, "Your Sales Enablement Will … [Read more...]
Leveraging Your Information Advantage Posted on January, 2018
In the "good old days" of selling (if there ever were any), a lot of sales … [Read more...]
"My Outlook Is Money, And Money Is Money!" Posted on January, 2018
My friend Keenan was on one of his rants on LinkedIn. This particular rant was … [Read more...]
Do Customers Really Want A Frictionless Buying Experience? Posted on November, 2017
It seems to be fashionable to talk about creating "frictionless buying … [Read more...]
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