Let's face it, customers really hate us. They will tolerate our marketing … [Read more...]
Tag: Value Proposition
The Web, The Answer To All Our Customers' Prayers!
Creating Crap At The Speed Of Light Posted on May, 2012
There are a huge number of tools available to help sales professionals be more … [Read more...]
Differentiated Value ---- Just Good Enough! Posted on May, 2012
These days, so many of the conversations among sales professionals and pundits … [Read more...]
Are We Allowing Ourselves To Be Commoditized? Posted on May, 2012
My colleague Anthony Iannarino wrote an outstanding post: "Mismatched Skills … [Read more...]
Customers Are Self Educating/Informing, But What Are They Learning? Posted on May, 2012
We all know the shifts in buying. The web offers a tremendous resource to all … [Read more...]
Are We Speaking The Customer's Language? Posted on April, 2012
Recently I was in China in a series of meetings with CEO's of Chinese … [Read more...]
What's In It For The Person Paying The Bill? Posted on April, 2012
I received a frustrated email from a colleague the other day. He described a … [Read more...]
Five Conditions Your Sales Process Must Satisfy Posted on April, 2012
A strong sales process is critical to our effectiveness as sales professionals. … [Read more...]
"Can We Collaborate?" Posted on April, 2012
To be fair to my readers, this is a rant, if you aren't prepared for my whining, … [Read more...]
Interruption Based Selling! Posted on April, 2012
I've been following a discussion on cold calling. The topic of "Interruption … [Read more...]
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