A few years ago, a client called me very frustrated. He was the CEO of a large … [Read more...]
Tag: Value Proposition
Deal Value Or Buyer Value?
But Your Price Is Still Too High! Posted on May, 2013
My post, "But Your Price Is Too High" has generated well over 100 comments … [Read more...]
"I Need An Excuse To Get Back Into The Customer" Posted on April, 2013
I hear it all the time, "I need an excuse to get back into the customer. Let me … [Read more...]
Are You Creating A Sense Of Urgency With Your Customers? Posted on April, 2013
I do deal reviews with sales people every week. Too often, I hear the same … [Read more...]
"How Much Does That Cost?" Posted on April, 2013
A natural question customers always ask is, "How much does that cost?" … [Read more...]
Walking Away Posted on April, 2013
My post, "But Your Price Is Too High," has spawned dozens of comments. One of … [Read more...]
Do You Understand Your Differentiation, Does Your Customer? Posted on April, 2013
Over the past few weeks, I've written a number of posts about Value Propositions … [Read more...]
There's Insight, Then There's INSIGHT! Posted on April, 2013
Our customers are starved for ideas and insight. That's why, the sales … [Read more...]
Do We Really Understand Value? Posted on April, 2013
My recent posts, "But Your Price Is Too High," and "Price Is Meaningless Until … [Read more...]
"But Your Price Is Too High" Posted on April, 2013
It's the customer's moral and business obligation to always challenge you with, … [Read more...]
- « Previous Page
- 1
- …
- 56
- 57
- 58
- 59
- 60
- …
- 77
- Next Page »