Classically, as we qualified and engaged our customers in solving their … [Read more...]
Tag: Value Proposition
If You Are Learning Your Customers’ Needs, You Are Too Late
The Web, The Answer To All Our Customers' Prayers! Posted on May, 2012
Let's face it, customers really hate us. They will tolerate our marketing … [Read more...]
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...]
- « Previous Page
- 1
- …
- 64
- 65
- 66
- 67
- 68
- …
- 79
- Next Page »