The days of product, even solution based differentiation are long passed. We … [Read more...]
Tag: Value Proposition
Selling In A "Knowledge Based" Economy
Teaching Our Customers To Sell Posted on October, 2014
I recently wrote about Teaching Our Customers To Buy. In the article I … [Read more...]
Beating Lower Priced Competitors Posted on September, 2014
I read an interview with a very well known sales pundit on the "6 Ways To Beat … [Read more...]
If We Make It About Price, We Force The Customer To Make It About Price Posted on September, 2014
This post should be filed under the "I'm not creative enough to make these … [Read more...]
If You Aren't Building Value, Someone Else Is! Posted on August, 2014
Well, actually, even if you are building value, someone else still is. We win … [Read more...]
"I Can Save You More Than You Are Currently Spending" And Other Stupid Sales Ploys Posted on August, 2014
We've all gotten the call, the phone rings, it's a sales person. Somewhere in … [Read more...]
You Won't Win With The Best Product! Posted on August, 2014
Sales people are obsessed with products. We know every feature, function, feed, … [Read more...]
Do You Know How Your Customer Is Measured? Posted on July, 2014
As sales people, we're used to being measured. We have pipeline metrics, … [Read more...]
Before We Can "Teach" Our Customers, We Have To First Learn From Them Posted on July, 2014
Teaching our customers is a cornerstone of Challenger, Insight Selling, and just … [Read more...]
Dealing With Ambiguity Posted on July, 2014
Things are so much easier when they are black or white, when there is a "right … [Read more...]
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