Any sales professional worth her salt knows to "follow the money." … [Read more...]
Tag: Value Proposition
Following The Money
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...]
Insight And Challenging Without Outcomes Is Just Dreaming Posted on January, 2013
Our customers want insights--they want to learn more about what they could … [Read more...]
Insight Doesn't Have To Be About Solving World Hunger Posted on January, 2013
I had a fascinating conversation with a sales executive today. His team was … [Read more...]
Value Co-Creation Starts Internally Posted on January, 2013
Recently, I wrote Moving From Value Creation To Value Co-Creation. Co-Creation … [Read more...]
Are You Playing Your Game Or Someone Else's? Posted on January, 2013
Anyone who has been involved in competitive athletics at any level knows you … [Read more...]
Are You Dealing With The Problem Owner Or The Solution Owner? Posted on January, 2013
Yes, I know a few of you are scratching your heads saying, "What does Dave mean … [Read more...]
No Decision Made!! Posted on December, 2012
"No Decision Made," is increasingly what we are hearing on deals in which we've … [Read more...]
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