Some years ago, we did research on the effectiveness of sales calls and … [Read more...]
Tag: Value Proposition
Design Your Sales Calls For Success
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...]
Stop All This Nonsense About Value Add! Posted on June, 2017
There's a fascinating discussion about the various dimensions of "value" driven … [Read more...]
Driving Growth Through Partnerships, A Discussion With Bill Corbin, CenturyLink Posted on June, 2017
Recently, I had the opportunity to sit down with Bill Corbin, Senior Vice … [Read more...]
Our Value Creation Starts Within Our Own Company Posted on June, 2017
Recently, I wrote, "Sales People Don't Have The Time To Create Value With … [Read more...]
"Sales People Don't Have Time To Create Value With Customers....." Posted on June, 2017
I read a comment in a post, "Sales people don't have time to create value with … [Read more...]
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