I've been talking to a team of people about Value Propositions. They need to … [Read more...]
Tag: Value Proposition
Your "Business Justified Solution" Is Insufficient To Win The Business!
Finding Customers Who Aren't Looking Posted on March, 2016
There's no doubt that digital media, rich content, search and other technique … [Read more...]
"No Decision Made," Are You The Problem? Posted on March, 2016
Depending on the research, No Decision Made (NDM) represents a huge percent of … [Read more...]
Can You Change Your Customer? Can You Change Yourself? Posted on March, 2016
Once we eliminate all the fancy words and hand waving, sales is about getting … [Read more...]
Business People Who Sell Posted on March, 2016
Our customers don't need sales people calling on them. They don't need a person … [Read more...]
Making The Numbers! Posted on March, 2016
Every sales professional is obsessed with making the numbers. Meet another … [Read more...]
When Prospects Don't Follow The Script Posted on March, 2016
I have a confession. For some reason, I take perverse pleasure in taking sales … [Read more...]
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...]
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