When the customer perceives little difference between alternative solutions from … [Read more...]
Tag: Value Proposition
When All Else Is Equal, The Lowest Price Wins!
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...]
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...]
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