Recently, I was in a discussion with a group of sales people. I posed the … [Read more...]
Tag: Value Proposition
How Does Your Customer Make Money?
Are You Selfish Enough To Succeed? Posted on May, 2017
Let's face it, we care about what we care about--usually, it's about ourselves. … [Read more...]
"Do Sales People Make A Difference?" Posted on May, 2017
Steve Burton posed an interesting question on LinkedIn: When a large ticket … [Read more...]
Why I Won't Invest Time In You! Posted on April, 2017
I get deluged with emails and calls asking me for a short phone conversation. … [Read more...]
What If The Half Truths About Sales Were Absolutely True? Posted on April, 2017
It's not often I disagree with Anthony Iannarino's take on things. He recently … [Read more...]
The Greatest Disservice We Can Do To Our Customers, Waiting For Them To Buy! Posted on March, 2017
There are just too many stupid conversations about the digitally savvy customer … [Read more...]
Are You Really Different? Posted on March, 2017
We know the importance of differentiating ourselves in attempting to win … [Read more...]
Enabling Customers To Take The Actions We Want? Posted on March, 2017
I just read an article, one sentence struck me, "Value is created when you … [Read more...]
Sales People Change The World! Posted on February, 2017
Recently, I was privileged to observe a series of training sessions at … [Read more...]
Are You So Busy Selling Your Product, That You Won't Win The Deal? Posted on February, 2017
Don Mulhern published a brilliant post in LinkedIn the other day. I thought I'd … [Read more...]
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