It's not often I disagree with my friend, Anthony Iannarino, but he recently … [Read more...]
Tag: Value Proposition
In Defense Of Transactional Buying
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...]
Insight Without Action Is Just Idle Chatter! Posted on November, 2013
Today, we are all trying to engage our customers with Insight. But so much of … [Read more...]
Maybe It's Us That Keep Our Customers From Moving Forward Posted on November, 2013
Surely I must be a heretic suggesting it's sales people that keep our customers … [Read more...]
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