As sales people we are trained to do needs analysis. We have questioning guides … [Read more...]
Tag: Value Proposition
Do You Really Understand Your Customer's Goals?
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...]
"I Don't Know What You Do, But I Know What You Need To Do!" Posted on August, 2012
We know we have to challenge our customers to think differently, that we have to … [Read more...]
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...]
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