We know we have to challenge our customers to think differently, that we have to … [Read more...]
Tag: Value Proposition
"I Don't Know What You Do, But I Know What You Need To Do!"
What Did You Sell That For? Posted on August, 2012
As a preface, I have to confess to a little frustration and some venting. Too … [Read more...]
Are You Building Coalitions With Your Customers? Posted on August, 2012
As sales professionals, we're supposed to be great at building relationships … [Read more...]
Newton's Third Law, Every Action Creates An Equal And Opposite Reaction Posted on August, 2012
Many of you might be surprised, but I was actually trained as a physicist. One … [Read more...]
Falling In Love With Our Products! Posted on August, 2012
One of the nice things about sales people is we have tremendous passion about … [Read more...]
Sales Road Kill Posted on August, 2012
The other day, responding to a great comment on one of my posts, I referred to … [Read more...]
The Bar Is Being Raised For Both Buyer And Seller Posted on August, 2012
"More has changed in buying and selling in the past 5 years than in all prior … [Read more...]
What's The Diagnosis? Posted on August, 2012
My wife hates going to Doctors---I actually think that's a basic intelligence … [Read more...]
Adding Value--Selling To The Professional Buyer Posted on July, 2012
Somehow, we think selling to Buying (Procurement and Sourcing) professionals … [Read more...]
Managing Complexity Posted on July, 2012
It should come as no surprise to anyone that has been semi-conscious over the … [Read more...]
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