Who are we selling against? It's a question I hear as I do deal reviews … [Read more...]
Tag: Value Proposition
Who Are We Selling Against?
A Rarely Tapped FREE Sales Development And Training Resource Posted on December, 2009
I've been working with a team of outstanding Sales Enablement professionals for … [Read more...]
You, Your Products, and Your Company Suck! Posted on December, 2009
It's Friday afternoon, the end of an incredibly busy week, I'm taking a few … [Read more...]
Caring About Your Customer--The Ultimate Differentiator Posted on November, 2009
I was read a great post written by my friend Charles H. Green, Why Client Focus … [Read more...]
Why Every Marketer/Sales Person Should Read Richard Feynman's Lectures On Physics Posted on November, 2009
I spend most of my time working with high technology companies. I've been … [Read more...]
Value Propositions Change Through The Sales Cycle Posted on November, 2009
Too often, we tend to think of our value propositions as static. Effective … [Read more...]
Fun With Value Propositions Posted on October, 2009
Over the past few months, I have had the opportunity to talk and write a lot … [Read more...]
Can Value Propositions Be Generic? Posted on October, 2009
My friend Christian Mauer has written an interesting post entitled, "Can Value … [Read more...]
Is This Meeting A Good Use Of Your Prospect And Customer's Time? Posted on October, 2009
I read a post from Miller Heiman on "How Do You Know If You Are Wasting Time … [Read more...]
We Don't Know What We Don't Know Posted on September, 2009
As consultative, solutions, customer-focused sales professionals, we know that … [Read more...]
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