I get disturbed by much of the hyperbole around Insight Selling and Teaching Our … [Read more...]
Tag: Value Proposition
Knowing More Than Our Customers
Turning Your Value Prop Upside Down Posted on July, 2013
We're all proud of our value propositions! We feature them in our web sites, … [Read more...]
Insight, Change, And Value Posted on July, 2013
I've been writing a lot about Insight recently. In the course of the posts, … [Read more...]
Insight, Co-Creation, De-commoditization Posted on July, 2013
Let's face it! When we wash away all the hyperbole, so many of our products, … [Read more...]
Insight,Co-Creation, And Value Posted on July, 2013
I wanted to expand on my post, Insight And Co-Creation, and much of my writing … [Read more...]
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...]
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