I just read To Sell More, Scare Customer Spitless by Geoffrey James at BNET. … [Read more...]
Tag: Value Proposition
Provocative Selling -- The "Shock And Awe" Of Selling?
Creating "Thick" Value Posted on August, 2009
One of my constant themes is on creating real value for your customers. I just … [Read more...]
The Future Of Selling -- Consultative, Solutions and Customer Focused? Deja Vu All Over Again? Posted on July, 2009
I'm frustrated and a little impatient. As a profession, we seem to be doing the … [Read more...]
Are You Still Relevant To Your Customers? Posted on July, 2009
Over the past week, I have had several conversations and a common theme kept … [Read more...]
Do You Know Your Customer's Value Proposition? What Are You Doing To Help Them Deliver It? Posted on July, 2009
We know that a clear differentiated value proposition is critical to sales … [Read more...]
Create Value In Every Meeting Posted on July, 2009
A few days ago, a reader contacted me with a great question: "Dave, you always … [Read more...]
Three Questions Posted on July, 2009
Last week, I published a post: First, Let Your Customer Finish Their Sentence, … [Read more...]
Table Stakes Are Changing -- How Do We Up The Ante? Posted on June, 2009
I just finished a conversation with a client. He is the EVP of Sales for a high … [Read more...]
Delivering Value Through Channel Partners Posted on June, 2009
To many sales and business executives, developing channels, reseller … [Read more...]
People Don't Like To Be Sold---But They Do Like To Buy! Posted on June, 2009
This is the quandary of the traditional sales person---they sell, but we all … [Read more...]
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