I was struck by a sentence in the CEB's Sales Challenger Blog, "Given a choice, … [Read more...]
Tag: Value Proposition
Given A Choice, Customers Generally Prefer Not To Have Their Time Wasted
Applying Lean Practices To Sales And Marketing Posted on November, 2012
Not long ago, the folks at Openview Labs in Boston interviewed me on Lean Sales … [Read more...]
Messaging Or Engaging, Where Is The Conversation? Posted on November, 2012
I may be guilty of wordsmithing and I'd appreciate you correcting me on this, … [Read more...]
They Aren't The Enemy, They're Our Customers! Posted on October, 2012
We all know the saying, "Things would be great if it weren't for those damned … [Read more...]
Do You Really Understand Your Customer's Goals? Posted on October, 2012
As sales people we are trained to do needs analysis. We have questioning guides … [Read more...]
Teaching Our Customers Posted on October, 2012
There's a lot of talk about the role of the sales person as a "Teacher." It's … [Read more...]
The Sales Process Is Critical To Customer Experience Posted on October, 2012
Recently I was at one of those giant events, you know, where sales leaders come … [Read more...]
Preaching To The Choir Posted on September, 2012
Prepare yourself for a rant, it's been one of those mornings! As a preface, I'm … [Read more...]
Focus On Your Sweet Spot! Posted on September, 2012
I talk about the importance of "focusing on your sweet spot," a lot, often … [Read more...]
An Output Of The Sales Process Should Be Profitable Customers Posted on September, 2012
Most of the time we look at our sales process and think of it as producing … [Read more...]
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