"What's keeping you up at night?" It's a classic question many sales people use … [Read more...]
Tag: Value Proposition
You Need To Know What's Keeping Them Up At Night!
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...]
Those Damn Customers Just Get In The Way Of Doing Business! Posted on February, 2011
A friend called the other day. He's a senior executive in the financial side of … [Read more...]
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