Wayne Gretsky attributed part of his greatness as a hockey player to, "always … [Read more...]
Tag: Value Proposition
Are You Selling To Where Your Customer Is Going To Be?
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...]
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...]
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