No, I'm not talking about you, I'm talking about your customers. At the core of … [Read more...]
Tag: Value Proposition
How Do They Make Money?
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...]
Constructing Insight Posted on November, 2013
Thanks to my friend Brian MacIver for his brilliant phrasing on this critical … [Read more...]
"No Decision Made" Is Still A Competitive Loss Posted on November, 2013
Depending on the research you look at, "No Decision Made" has a huge impact on … [Read more...]
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