A friend called me for advice today. He's a great sales person, a big deal … [Read more...]
Tag: Value Proposition
Are You Aligned With Where Your Customer Is In Their Buying Process?
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...]
Focus On The Customer, Magic Happens! Posted on June, 2015
Several weeks ago, I did a deal review with a client. It was a very large … [Read more...]
Value Creation As A Form Of Discounting Posted on June, 2015
There are all sorts of articles on creating superior differentiated value. Lots … [Read more...]
The Killer Closing Technique Posted on May, 2015
Sales people continually looking for the killer close. Somehow, there has to be … [Read more...]
How Well Do You Know Your Customer? Posted on May, 2015
My friend, Tim Ohai, has a brilliant bet he makes with sales people. He puts a … [Read more...]
What's The Customer Doing During The "57%" And Why Sales Should Celebrate! Posted on April, 2015
I have to admit I'm getting relatively pissed off with all the discussions … [Read more...]
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