Too often, I meet sales people who are uncomfortable with challenging their … [Read more...]
Tag: Value Proposition
Neutral Is Not A Strategy
How Will You Justify This To Your Management? Posted on January, 2015
Too often, our customers focus on price, consequently we focus on price---after … [Read more...]
The Illusion Of Control Posted on December, 2014
Matt Heinz wrote a provocative post, "News Flash, Sales Doesn't Control When The … [Read more...]
What If You Shared Your Deal Strategy With Your Customer? Posted on December, 2014
I had a fascinating conversation with Gerald Vanderpuye today. He shared what … [Read more...]
When All Else Is Equal, The Lowest Price Wins! Posted on December, 2014
When the customer perceives little difference between alternative solutions from … [Read more...]
Why Do They NEED What You Are Selling? Posted on December, 2014
I have to admit, part of the reason I'm writing this post is to ease my … [Read more...]
Selling In A "Knowledge Based" Economy Posted on November, 2014
The days of product, even solution based differentiation are long passed. We … [Read more...]
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...]
- « Previous Page
- 1
- …
- 50
- 51
- 52
- 53
- 54
- …
- 78
- Next Page »