Value Proposition Archives - Page 61 of 78

Tag: Value Proposition

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...]

December 13, 2012 by David Brock 1 Comment

"No Decision Made," is increasingly what we are hearing on deals in which we've … [Read more...]

Challenging, providing insight, getting your customers to think about their … [Read more...]

I wrote about 70% Of Buying Process Completed Without Sales Involvement! There … [Read more...]

I'm sorry if I'm starting to sound like a broken record, but I'm getting tired … [Read more...]

As sales people we have been drilled and drilled in "Value Propositions." Over … [Read more...]

November 21, 2012 by David Brock 2 Comments

For that matter, so are your plans and strategies! We spend a lot of time … [Read more...]

November 18, 2012 by David Brock 1 Comment

Any sales person worth her salt knows how important questions are. They are … [Read more...]

November 13, 2012 by David Brock 3 Comments

I was struck by a sentence in the CEB's Sales Challenger Blog, "Given a choice, … [Read more...]

Not long ago, the folks at Openview Labs in Boston interviewed me on Lean Sales … [Read more...]