Several weeks ago, I did a deal review with a client. It was a very large … [Read more...]
Tag: Value Proposition
Focus On The Customer, Magic Happens!
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...]
Starting With The End In Mind Posted on April, 2015
I learn so much when I spend time with project managers. It may be the manager … [Read more...]
Imagine, We're Paid To Be Curious!! Posted on April, 2015
There's something unique about what we do as sales people. We're paid to be … [Read more...]
The Customer's Responsibility Is To Solve Their Problem Posted on April, 2015
I just saw a tweet from Andy Paul caught my eye, "The buying cycle has six … [Read more...]
Have I Got A Deal For You! Posted on March, 2015
No, I'm not talking about some smarmy sales person. I'm talking about a, … [Read more...]
"Delivering Your Value Proposition" Is Not A Step In Your Sales Process! Posted on March, 2015
Before going further in this article, stop for a moment and look at the steps … [Read more...]
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