We all know the role of sales professionals is changing. The sales person used … [Read more...]
Tag: Value Proposition
The Evolving Role Of The Sales Professional---The Sales Person As Diagnostician
The Role Of Partnerships And Strategic Alliances With Customers And Suppliers Posted on August, 2009
FREE PROMOTIONAL OFFER Through September 25, 2009, See The End Of The Post! In … [Read more...]
What If We Can't Find Compelling Value For Our Solutions? Posted on August, 2009
I was reading Rebel Brown's great post: Accentuate The Positive. It focuses on … [Read more...]
Provocative Selling -- The "Shock And Awe" Of Selling? Posted on August, 2009
I just read To Sell More, Scare Customer Spitless by Geoffrey James at BNET. … [Read more...]
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...]
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