I wanted to expand on my post, Insight And Co-Creation, and much of my writing … [Read more...]
Tag: Value Proposition
Insight,Co-Creation, And Value
Separating The Challenger Sales Person From Insight Delivery Posted on July, 2013
Are "Challenging" and "Insight" synonymous? I had been mixing them together, … [Read more...]
If The Customer Doesn't Want To Buy, Discounts Won't Help Posted on July, 2013
We've been working with a customer, diligently talking about their problems and … [Read more...]
"We Don't Have The Budget" Posted on June, 2013
"We don't have the budget" strikes fear into the hearts of all sales people. … [Read more...]
Lean Sales And Marketing, The Cornerstone To Accelerating Revenue Growth Posted on June, 2013
So much of the writing about lean focuses on waste reduction. That's great … [Read more...]
Who Is The Customer? Posted on June, 2013
Some of you are scratching your heads. What's Dave getting into? Aren't … [Read more...]
How Do You Make Money? Posted on June, 2013
How Do You Make Money? This question, and it's variants, is probably the single … [Read more...]
We Misunderstand Lean---But It Is So Important! Posted on May, 2013
I was having a conversation about the "state of sales" with some colleagues … [Read more...]
Try Selling Sand Posted on May, 2013
As much as sales people try to sell solutions or sell value, too often they fall … [Read more...]
Buyers Are Self Educating, So Should Sellers! Posted on May, 2013
Buying has changed. The traditional role of the sales person in "teaching" the … [Read more...]
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