Partnering has been in vogue for the past few years. It seems as though every … [Read more...]
Tag: Value Proposition
"We Want To Be Your Partner!" Another Closing Technique?
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...]
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...]
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