I had a call from a frustrated sales person. He said, "Dave, I read your stuff … [Read more...]
Tag: Value Proposition
What About My Goals? A Time For Selfishness
Why Do We Continue To Get The Basics Of Value So Wrong? Posted on August, 2016
Hopefully, any person in a sales role knows the importance of value--whatever … [Read more...]
We Can Only Create Value With The Customer, Not For The Customer Posted on August, 2016
For regular readers, you probably are wondering, I've long talked about the … [Read more...]
What's The Customer's "Whole Problem" Posted on August, 2016
Our focus, naturally, is on what we sell. More accurately, it's on what … [Read more...]
Can Sales Really Create Value? Posted on August, 2016
Leanne Hoagland-Smith wrote an outstanding post, The Ultimate Sales Goal Is … [Read more...]
Drive Sales With Product Knowledge, Drive More With Customer Problem Knowledge! Posted on July, 2016
I read an article entitled, "Drive Sales With Product Knowledge." It was a good … [Read more...]
Help Your Customers Do Something More Important! Posted on July, 2016
All of us want to be selling products and services that are mission critical for … [Read more...]
Mastering Your Value Proposition Posted on July, 2016
Not long ago, I had the pleasure of speaking with Will Barron of Salesman Red … [Read more...]
What's The Most Important Customer Question Sales People Probably Can't Answer? Posted on June, 2016
We equip our sales teams with the ability to answer any question customers might … [Read more...]
Doing The Deal Or Solving The Problem Posted on May, 2016
I wrote Solving Our Customers' Problems several days ago. My friend Martin … [Read more...]
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