When I sit down with sales organizations, we inevitably spend a lot of time … [Read more...]
Tag: Value Proposition
Sales Process, It's Not What We Do To Our Customers....
Driving Our Customers/Prospects Away! Posted on July, 2023
I, and so many others, write constantly about how buying is changing and how … [Read more...]
Making Winning Easier! Posted on July, 2023
Let me be clear, in today's environment winning is never easy. But we make … [Read more...]
How Important Is This To Your Customer? Posted on July, 2023
As we look at our customers' problem solving/buying processes, a key question … [Read more...]
Confidence Eroders Posted on July, 2023
Hank Barnes has been writing a fantastic series of articles focusing on Decision … [Read more...]
"But The Competitors' Prices Are Less Than Ours....." Posted on July, 2023
My post, Games Sellers Play, Pricing/Discounting, generated a lot of interesting … [Read more...]
Games Sellers Play, Pricing/Discounting! Posted on June, 2023
For those who've followed me for some time, you know I rarely take a hardliner … [Read more...]
What Does Your Customer Care About? Posted on June, 2023
Pop Quiz time...... Put everything away, pull out a pen/sheet of paper, open … [Read more...]
"Show Your Work...." Posted on June, 2023
I had a restless night with some recurring dreams/nightmares. While it's been … [Read more...]
Finding The Pain Posted on May, 2023
For decades, sellers have been instructed to "find the pain!" We've been … [Read more...]
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