My post, Games Sellers Play, Pricing/Discounting, generated a lot of interesting … [Read more...]
Tag: Value Proposition
"But The Competitors' Prices Are Less Than Ours....."
Games Sellers Play, Pricing/Discounting! Posted on June, 2023
For those who've followed me for some time, you know I rarely take a hardliner … [Read more...]
What Does Your Customer Care About? Posted on June, 2023
Pop Quiz time...... Put everything away, pull out a pen/sheet of paper, open … [Read more...]
"Show Your Work...." Posted on June, 2023
I had a restless night with some recurring dreams/nightmares. While it's been … [Read more...]
Finding The Pain Posted on May, 2023
For decades, sellers have been instructed to "find the pain!" We've been … [Read more...]
"Foreign Language" Training Must Be Mandatory For Sellers!! Posted on May, 2023
A lot of you might be scratching your heads, "What is Dave talking about, all … [Read more...]
Reimagining The "Corporate Deck" Posted on May, 2023
We've all done it---we've victimized our prospects and customers with the … [Read more...]
What Are Our Customers Really Buying? Posted on May, 2023
Many lifetimes ago, I was the Executive Assistant (today we call it Chief of … [Read more...]
Simplifying Value Creation Posted on May, 2023
As sellers and leaders, we know we are supposed to create value--for our … [Read more...]
"Our Solutions Address All These Problems...." Posted on May, 2023
Often, we have solutions and capabilities that address a wide range of customer … [Read more...]
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