Value Proposition Archives - Page 63 of 80

Tag: Value Proposition

70% Of Buying Process Completed Without Sales Involvement!
Posted on December, 2012

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...]

I may be guilty of wordsmithing and I'd appreciate you correcting me on this, … [Read more...]

October 30, 2012 by David Brock 1 Comment

We all know the saying, "Things would be great if it weren't for those damned … [Read more...]

As sales people we are trained to do needs analysis. We have questioning guides … [Read more...]

There's a lot of talk about the role of the sales person as a "Teacher." It's … [Read more...]