As sales consultative sales professionals, we focus on solving our customers' … [Read more...]
Tag: Value Proposition
Stop Solving Your Customers' Problems!
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...]
Doubling Sales Productivity -- Be Prepared! Posted on March, 2010
Improving sales productivity is the Holy Grail of all sales professionals, … [Read more...]
Stop Being Stupid! The Customer Isn't Always Right Posted on February, 2010
This morning, I was intrigued by a question on LinkedIn. A person felt … [Read more...]
Who Are We Selling Against? Posted on January, 2010
Who are we selling against? It's a question I hear as I do deal reviews … [Read more...]
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...]
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