A friend called the other day. He's a senior executive in the financial side of … [Read more...]
Tag: Value Proposition
Those Damn Customers Just Get In The Way Of Doing Business!
Your Customers Know What You Value, Do You? Posted on February, 2011
My friend, Wally Bock, wrote an interesting newsletter last week on Bear … [Read more...]
Value Is A Mystery Posted on December, 2010
I have to thank Mike Wilkinson of Axia Value Solutions for this idea, but when … [Read more...]
Is Differentiation Overrated? What About Being Just Good Enough? Posted on December, 2010
A week ago, I wrote a post,"'Me Too,' Is Not A Value Propsition!" With this … [Read more...]
....is Lead Generation of interest to your company? Posted on December, 2010
Everyday, at least one copy of the following email arrives in my junk mail … [Read more...]
"Me Too," Is Not A Value Proposition! Posted on December, 2010
A client called me up a couple of days ago with an interesting problem. They … [Read more...]
Bad Decisions--We Hate Them Posted on October, 2010
"The customer just made a bad decision!" I hear this all the time from … [Read more...]
What Conversations Are You Starting? Posted on October, 2010
Usually in sales, we aren't starting conversations--we're pursuing them or … [Read more...]
What Would You Do If You Were In Your Customer's Shoes? Posted on October, 2010
Not long ago, I was in a conversation with the CEO of a professional services … [Read more...]
Follow The Money! Posted on September, 2010
Every sales person knows about following the money--at least from the point of … [Read more...]
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