"Tell Me About Your Business Pain....." We all recognize this, or it's variants … [Read more...]
Tag: Value Proposition
"Tell Me About Your Business Pain...."
What Do Prospects Owe Sales People? Posted on November, 2015
I had a fascinating exchange of emails with a very good sales person. He … [Read more...]
Solving The Customer's Problem Posted on October, 2015
Yesterday, I had one of those "Aha" moments. I realized that much of what I've … [Read more...]
What If The Customer Doesn't Know Their Buying Process? Posted on October, 2015
We all know the customer's buying process is more important than our selling … [Read more...]
"We Can't Justify Your Price......" Posted on October, 2015
We were debriefing a closing call. Bill's solution had been selected. Bill had … [Read more...]
Are You Aligned With Where Your Customer Is In Their Buying Process? Posted on October, 2015
A friend called me for advice today. He's a great sales person, a big deal … [Read more...]
Closing The Sale Posted on September, 2015
Earlier today, I was interviewed for an article on "Closing The Sale." The … [Read more...]
Just Good Enough Value Creation Posted on September, 2015
Thousands of posts are written about value propositions and value creation. By … [Read more...]
Are You Creating Value Or Cost? Posted on August, 2015
There are thousands of posts and hundreds of books on Value Creation. I've, in … [Read more...]
How B2B Buyers Make Purchase Decisions Posted on July, 2015
I'm a great fan of Jeff Shore. Recently, he wrote a post, The Buying Formula: … [Read more...]
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