As sales people, we want to make it easy for our customers to buy. We have … [Read more...]
Tag: Value Proposition
Make Buying Easier!
Why Do We Sell? Posted on February, 2017
Some may be wondering about the "existential" nature of this title. Some may be … [Read more...]
Customers Should Care About Your Profitability! Posted on February, 2017
Too often, we succumb to price pressure--even worse, we lead with price, making … [Read more...]
Value Proposition, "What Might You Be Doing Instead?" Posted on February, 2017
We can learn a lot about value propositions by looking at the vast new array of … [Read more...]
Account Strategies, How Important Are We To The Customer? Posted on February, 2017
Account Based Everything has been the rage of the past couple of years. The … [Read more...]
The Customer Buying Process Is Not About You Or Your Competition! Posted on February, 2017
I'm tempted to paraphrase the old Carly Simon song, You're So Vain. Too often … [Read more...]
Crossing The Chasm: What We Care About Versus What Our Customers Care About Posted on January, 2017
There is a huge chasm between customers and our own sales and marketing … [Read more...]
Failure Takes Effort Posted on December, 2016
Failure, for the most part, doesn't happen over night. Sure, there are … [Read more...]
"Target Close Date" Integrity Posted on December, 2016
Bob Apollo wrote an outstanding post, Where Did That Close Date Come From? He … [Read more...]
We Become Commoditized Only When We Let Ourselves Be Commoditized! Posted on November, 2016
I read an article about the seeming inevitability of commoditization. We … [Read more...]
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