I have a confession. For some reason, I take perverse pleasure in taking sales … [Read more...]
Tag: Value Proposition
When Prospects Don't Follow The Script
Does Your View Of Value Limit You And Your Customers? Posted on March, 2016
Value is one of those $25 words everyone talks about. We all want to talk about … [Read more...]
Are They At 57% Yet? Posted on February, 2016
As a kid, I recall many of our family vacations involved long drives to some … [Read more...]
Customer Stuck? Not Moving Forward? Posted on January, 2016
It's a common lament among sales people, "I'm trying to close the customer, I … [Read more...]
Giving The Customer More Than They Paid For Posted on January, 2016
We've long had the idea that a value proposition has to do with "exceeding … [Read more...]
Value Prop Aligned With What The Customer Values? Posted on January, 2016
Not long ago, in speaking with a top executive, he expressed great frustration … [Read more...]
Can Your Sales People Lead A Business Conversation? Posted on January, 2016
The role of sales has clearly changed. We no longer have to spend our time … [Read more...]
Numbers Make The Conversation More Interesting Posted on December, 2015
Numbers are the bane of many sales people's existence. Everyone wants to talk … [Read more...]
How Have You Helped Your Customers Improve Their Outcomes? Posted on December, 2015
As we approach the end of the year, there's always a huge intensity of … [Read more...]
What If You Couldn't Discount? Posted on December, 2015
I always worry starting a post with, "When I first started selling....." I fear … [Read more...]
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