It's SKO season, yesterday I was leading a discussion with a great sales team. … [Read more...]
Tag: Value Proposition
Letting Our Customers Ask Us The Wrong Questions!
"This Is The Only Way To Do This....." Posted on January, 2024
We are pummeled with "deep insights" and "expertise" on the single right way to … [Read more...]
Customers Need Help, But Do We Want To Be Helpful? Posted on December, 2023
Just finished a fascinating discussion with my good friend, Charles Green, and … [Read more...]
Our Unique Value Proposition Posted on December, 2023
As sellers, we always talk about the importance of our "Unique Value … [Read more...]
"Information, Information Everywhere, But Not A Bit To ........." Posted on December, 2023
The Rime of the Ancient Mariner has a famous line, "Water, water everywhere, but … [Read more...]
Why Can't We Be Customer Focused? Posted on December, 2023
This morning, I've been having a fascinating email conversation with my friend, … [Read more...]
Prisoners Of Our Own Experience Posted on October, 2023
Jeremy Donovan published some fascinating data in a post on LinkedIn. He stated … [Read more...]
We Need To Think About Retention Differently! Posted on October, 2023
We all know customer retention is important. Creating great customer … [Read more...]
"How Will You Be Making A Decision On This...." Posted on October, 2023
Recently, working with a client, we were talking about a major change … [Read more...]
Selling Possibility Posted on October, 2023
My friend, Hank Barnes, is rethinking the buying process with a fascinating … [Read more...]
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