I read an article entitled, "Drive Sales With Product Knowledge." It was a good … [Read more...]
Tag: Value Proposition
Drive Sales With Product Knowledge, Drive More With Customer Problem Knowledge!
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...]
Solving Our Customers' Problems Posted on May, 2016
At its essence, sales is about finding customers who have problems we can solve, … [Read more...]
Surrendering Your Business Strategy To Your Sales People Posted on May, 2016
Do you want your sales people defining your business strategy? As good as they … [Read more...]
Your Value Proposition Isn't What You Say Posted on May, 2016
I'm amazed at the number of sales people that continue to think their value … [Read more...]
Don't Disadvantage Yourself In Your Deal Strategy Posted on May, 2016
You've invested time in qualifying your deal. Now you want to move the customer … [Read more...]
The Customer Journey, Is It Really That Predictable? Posted on April, 2016
I saw the Princeton Marching Band for the first time in the early 80's. I was … [Read more...]
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