Our customers want insights--they want to learn more about what they could … [Read more...]
Tag: Value Proposition
Insight And Challenging Without Outcomes Is Just Dreaming
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...]
How Should Sales People Be Challenging Their Customers? Posted on December, 2012
Challenging, providing insight, getting your customers to think about their … [Read more...]
Reclaiming Our 70% Of The Customer Buying Process Posted on December, 2012
I wrote about 70% Of Buying Process Completed Without Sales Involvement! There … [Read more...]
70% Of Buying Process Completed Without Sales Involvement! Posted on December, 2012
I'm sorry if I'm starting to sound like a broken record, but I'm getting tired … [Read more...]
Moving From Value Creation To Value Co-Creation Posted on November, 2012
As sales people we have been drilled and drilled in "Value Propositions." Over … [Read more...]
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