My recent posts, "But Your Price Is Too High," and "Price Is Meaningless Until … [Read more...]
Tag: Value Proposition
Do We Really Understand Value?
"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...]
Price Is Meaningless Until You Establish Business Value Posted on March, 2013
This afternoon, I was speaking with a salesperson for a start-up company. We … [Read more...]
Going Beyond Cost - Benefit Analysis Posted on March, 2013
A critical element of any high impact sales process is "creating business … [Read more...]
Exchanging Value Posted on March, 2013
The discussions revolving around my post, Moving From Value Creation To Value … [Read more...]
Are You Prepared To Have A Customer-Specfic Conversation? Posted on March, 2013
Insight is the word of the year. We are all being trained in providing … [Read more...]
Following The Money Posted on March, 2013
Any sales professional worth her salt knows to "follow the money." … [Read more...]
Love The Insight, I'll Write A RFP! Posted on March, 2013
The good news, we've engaged our customers with stunning insights. You've … [Read more...]
Dear Occupant, I've Got Insight! Posted on February, 2013
Insight is a key differentiators in the value we create for our customers, … [Read more...]
Co-Creation Critical To Selling Solutions Posted on February, 2013
For years, we've been trained, "Customers want solutions." The best of us try … [Read more...]
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