Over the past few weeks, I've written a number of posts about Value Propositions … [Read more...]
Tag: Value Proposition
Do You Understand Your Differentiation, Does Your Customer?
There's Insight, Then There's INSIGHT! Posted on April, 2013
Our customers are starved for ideas and insight. That's why, the sales … [Read more...]
Do We Really Understand Value? Posted on April, 2013
My recent posts, "But Your Price Is Too High," and "Price Is Meaningless Until … [Read more...]
"But Your Price Is Too High" Posted on April, 2013
It's the customer's moral and business obligation to always challenge you with, … [Read more...]
Price Is Meaningless Until You Establish Business Value Posted on March, 2013
This afternoon, I was speaking with a salesperson for a start-up company. We … [Read more...]
Going Beyond Cost - Benefit Analysis Posted on March, 2013
A critical element of any high impact sales process is "creating business … [Read more...]
Exchanging Value Posted on March, 2013
The discussions revolving around my post, Moving From Value Creation To Value … [Read more...]
Are You Prepared To Have A Customer-Specfic Conversation? Posted on March, 2013
Insight is the word of the year. We are all being trained in providing … [Read more...]
Following The Money Posted on March, 2013
Any sales professional worth her salt knows to "follow the money." … [Read more...]
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...]
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