It used to be great products that set us apart—more features, functions, bells … [Read more...]
Tag: Value Proposition
Are You Playing For Table Stakes, Or Are You Differentiated?
You Need To Know What's Keeping Them Up At Night! Posted on April, 2011
"What's keeping you up at night?" It's a classic question many sales people use … [Read more...]
Price Is NEVER The Only Decision Criteria! Posted on April, 2011
I have to admit being a little frustrated. Over the past two weeks, I must have … [Read more...]
We Have To Invest In Revenue Generation Posted on April, 2011
A key goal of most businesses (profit and not for profit) is revenue … [Read more...]
Sales Information Is Not Sales Intelligence Posted on March, 2011
I'm a tremendous fan of many of the Sales 2.0 tools. I think any high … [Read more...]
Does Our "Value" Align With How Customers Define Value? Posted on March, 2011
Over the past week, I've been writing a lot about Value. We build our … [Read more...]
Defining Value Posted on March, 2011
After I published my post, Rethinking Value, an interesting discussion/debate … [Read more...]
Rethinking Value Posted on March, 2011
I've written a lot about value propositions, but I think we really need to … [Read more...]
Value Creation Starts With Great Questions Posted on March, 2011
In answering a question at Focus.com, my friend and business partner, Anthony … [Read more...]
Are You Selling To Where Your Customer Is Going To Be? Posted on March, 2011
Wayne Gretsky attributed part of his greatness as a hockey player to, "always … [Read more...]
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