So much of the writing about lean focuses on waste reduction. That's great … [Read more...]
Tag: Value Proposition
Lean Sales And Marketing, The Cornerstone To Accelerating Revenue Growth
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...]
Deal Value Or Buyer Value? Posted on May, 2013
A few years ago, a client called me very frustrated. He was the CEO of a large … [Read more...]
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...]
- « Previous Page
- 1
- …
- 56
- 57
- 58
- 59
- 60
- …
- 78
- Next Page »