As he consistently does, Seth Godin has captured the crux of Insight based … [Read more...]
Tag: Value Proposition
What Are You Helping Your Customers Discover?
"How Much Do You Want To Spend?" Posted on March, 2014
"How much do you want to spend?" "What's your budget?" These and other … [Read more...]
Stop Giving Customers Choices! Posted on March, 2014
Henry Ford was rumored to have said, "The customer is welcome to buy a car in … [Read more...]
Performance Metric Friday -- Deal Slippage Posted on February, 2014
It's been a while since I've done one of the Performance Metric Friday posts, … [Read more...]
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...]
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