We embrace our strategic accounts---they are our most important customers. They … [Read more...]
Tag: Value Proposition
What's Wrong With Strategic Accounts?
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...]
SPAM Works! Posted on May, 2011
I've been getting some interesting responses from my post, When Will Sales … [Read more...]
Being Helpful To Customers Must Be For Profit! Posted on May, 2011
I write a lot about being customer focused, about helping customer identify new … [Read more...]
Customers Don't Know How To Buy! Posted on May, 2011
One of the biggest mistakes sales people make is overestimating their customers’ … [Read more...]
Dear Mr. Customer: I Try Hard To Be A Great Sales Professional...... Posted on May, 2011
Last week, I met with a sales team I’d been coaching on a large opportunity. … [Read more...]
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