As sales people, we're used to being measured. We have pipeline metrics, … [Read more...]
Tag: Value Proposition
Do You Know How Your Customer Is Measured?
Before We Can "Teach" Our Customers, We Have To First Learn From Them Posted on July, 2014
Teaching our customers is a cornerstone of Challenger, Insight Selling, and just … [Read more...]
Dealing With Ambiguity Posted on July, 2014
Things are so much easier when they are black or white, when there is a "right … [Read more...]
"Target Close Date" Must Be Kept Sacred! Posted on July, 2014
The "Target Close Date" is one of the most important aspects of pipeline, … [Read more...]
If You Were In Your Customer's Shoes, What Would You Do? Posted on July, 2014
Some time ago, I was doing a deal review with a great sales team. They were … [Read more...]
SBWA -- Selling By Walking Around Posted on June, 2014
Tom Peters and Robert Waterman introduced the world to the acronym, … [Read more...]
Your Competitor May Be An App! Posted on June, 2014
As consumers, everyday we see apps, great on-line stores and other technology … [Read more...]
Always Be Closing! Posted on June, 2014
Recently, a number of people have asked me my thoughts on closing skills. I … [Read more...]
Insight, The Convergence Of Strategies Posted on June, 2014
Insight has become the buzzword for engaging today's buyers. We are supposed to … [Read more...]
Principles Of Sales, Part 2 --- Value Is Exchanged Posted on May, 2014
I wrote the Not So New Principles of Sales, where I identified the second not so … [Read more...]
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