Over the past month or so, there's been a huge amount of conversation about … [Read more...]
Tag: Value Proposition
Sending Your Sales People Out Naked, The Problem With "Challenger Selling"
Buying Isn't Important, It's The Results Of Buying That Are Important! Posted on November, 2011
We've spent a lot of time nurturing the customer. We've discussed their … [Read more...]
Before You Can Create Value For Your Customer, You Have To Know What Value You Create Posted on November, 2011
Having a differentiated value proposition, creating value for your customers is … [Read more...]
Performance Management Friday --- Customer Retention/Customer Attrition Posted on November, 2011
Usually it's easier, and cheaper to sell to a current customer than to acquire a … [Read more...]
Do You Know What Should Be Keeping Your Customers Up At Night? Posted on November, 2011
There it is, that old stand by question, "What keeps you up at night?" There … [Read more...]
Being Different Or Being Impactful? Posted on November, 2011
Everyone wants to stand out, everyone wants to be different. Each marketing … [Read more...]
Business Acumen--More Than Price Posted on October, 2011
I talk to lots of people about their value propositions and the business cases … [Read more...]
Return On Your "Selling" Investment Posted on September, 2011
Some who have been following me for some time may be a little surprised about … [Read more...]
Do We Really Want To Provide Customers Added Value? Posted on September, 2011
I've been wondering a lot about added value recently. We all talk about it, … [Read more...]
What Are You Worth To Your Customer? Posted on September, 2011
Today, Anthony Iannarino and I had a discussion on Focus.com on the Perils of … [Read more...]
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