Ultimately, in every B2B sales conversation, we have to answer one question, … [Read more...]
Tag: Value Proposition
How Do You Help Your Customers Make Money?
I Fired A Customer This Week Posted on May, 2014
Like any sales/business professional, our customers are very dear to us. We … [Read more...]
Insight, Triggers, And Connecting The Dots Posted on May, 2014
Top performing executives, business development, and sales professionals have an … [Read more...]
Confusing Wants And Needs Posted on April, 2014
Too often, both we sales people and our customers confuse wants and needs. They … [Read more...]
Unique, Differentiated? But Are You Relevant? Posted on April, 2014
It's critical that we differentiate our offerings and solutions from the … [Read more...]
Losing The Negotiation Before It Starts! Posted on April, 2014
Sales people seem to be obsessed with negotiation. They read books, they take … [Read more...]
Why Are They Buying? Posted on April, 2014
I've completed a few days of doing deal reviews with some really terrific sales … [Read more...]
What Are You Helping Your Customers Discover? Posted on April, 2014
As he consistently does, Seth Godin has captured the crux of Insight based … [Read more...]
"How Much Do You Want To Spend?" Posted on March, 2014
"How much do you want to spend?" "What's your budget?" These and other … [Read more...]
Stop Giving Customers Choices! Posted on March, 2014
Henry Ford was rumored to have said, "The customer is welcome to buy a car in … [Read more...]
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