I can imagine any buyer encountering this post is going to groan. The last … [Read more...]
Tag: Value Proposition
Sales People, We Need To Be More Pushy!
How Well Do You Understand Your Customer's Business? Posted on August, 2011
We know our products, our competition, our companies well. But this isn't what … [Read more...]
A Quote Is Not The Objective! Posted on July, 2011
I've noticed an interesting, yet disturbing phenomenon recently. It's sales … [Read more...]
"We Want To Be Your Partner!" Another Closing Technique? Posted on June, 2011
Partnering has been in vogue for the past few years. It seems as though every … [Read more...]
What's Wrong With Strategic Accounts? Posted on June, 2011
We embrace our strategic accounts---they are our most important customers. They … [Read more...]
How Did You Arrive At This Perception Of Our Solution? Posted on June, 2011
It used to be that sales people were the principal source of information about … [Read more...]
Your Value Proposition Is No Longer Sufficient Posted on May, 2011
Too many sales and marketing people struggle with value propositions. For … [Read more...]
Dear Marketing: Please Help Those Of Us In Sales Posted on May, 2011
The other day, I was listening to a very interesting discussion among a number … [Read more...]
No Sales Model Is Forever, What To Do When What Worked Isn't Working Posted on May, 2011
Often, I go into a sales organization that is struggling and am amazed to see … [Read more...]
Why Would They Ever Choose To Do Business With You? Posted on May, 2011
Not many months ago, I was involved in a very complex sales situation with a … [Read more...]
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