It's been a while since I've done one of the Performance Metric Friday posts, … [Read more...]
Tag: Value Proposition
Performance Metric Friday -- Deal Slippage
How Do They Make Money, Part 2 Posted on February, 2014
Recently I wrote, How Do They Make Money. It focused on understanding how our … [Read more...]
How Do They Make Money? Posted on February, 2014
No, I'm not talking about you, I'm talking about your customers. At the core of … [Read more...]
Deciding What To Buy Is Often The Easiest Part Posted on February, 2014
As sales people, our focus is to convince the customer to buy our solution. We … [Read more...]
In Defense Of Transactional Buying Posted on January, 2014
It's not often I disagree with my friend, Anthony Iannarino, but he recently … [Read more...]
How Do You Differentiate Yourself? Posted on January, 2014
Data shows 53% of customer loyalty is a result of their personal experiences in … [Read more...]
Insight, Influence, Value Creation, Trust...... Posted on December, 2013
In simplifying our communications, we tend to isolate topics. It's easier to … [Read more...]
Sitting With The Problem Posted on December, 2013
Often, both we and our customers seem to rush through the buying process. … [Read more...]
You're The Expert--Aren't You? Posted on December, 2013
Customers value sales people for their expertise. They want sales people to … [Read more...]
What Value Have You Created This Year? Posted on December, 2013
It's December, we're all caught up in a frenzy of activity---closing those … [Read more...]
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