A few years ago, I was talking to a sales manager. He was expressing some … [Read more...]
Tag: Value Proposition
Our Customers Need To Do A Better Job Of Buying!
We Have To Call At The Top! Posted on August, 2010
Conventional sales "wisdom" encourages us to "call at the top." Sales people … [Read more...]
"How Can I Help You --- But First Let Me Tell You About Me" Posted on July, 2010
My friend, Ardath Albee, and I were commiserating the other day. We see so many … [Read more...]
Leaping To Solutions! Are We Solving The Right Problem? Posted on July, 2010
Sales people are trained to be problem solvers -- we ask questions, probe -- … [Read more...]
On Being Customer Centric Posted on July, 2010
Customer Centricity is a hot topic these days. I get on my soapbox on Customer … [Read more...]
For Sales Success - Everything Passes Through Finance! Posted on June, 2010
In Tom Peters' The Little BIG Things, on Item #46, he makes the point that … [Read more...]
7 Questions You Must Be Able To Answer To Win The Deal! Posted on June, 2010
I'm constantly about how few sales people really understand what their customers … [Read more...]
Stop Solving Your Customers' Problems! Posted on June, 2010
As sales consultative sales professionals, we focus on solving our customers' … [Read more...]
It's So Simple, I Don't Know What To Buy! Posted on April, 2010
Disaster struck this morning, went to the office and the network was down. … [Read more...]
Knowing About Your Customer Is Not Enough Posted on April, 2010
Everyone in sales knows that it's important to know your customer. Sales people … [Read more...]
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