The other day, a sales person I had coached a few years ago called me up. He was … [Read more...]
Tag: Value Proposition
What's It Take To Be A Major Account Rep?
Will Your Supplier Still Be Here Tomorrow? Posted on April, 2009
For regular readers of this blog, you know I've been evangelizing rich … [Read more...]
Selling Through A Slump Posted on April, 2009
This new ebook from 11 top sales professionals and bloggers (yes, I'm putting … [Read more...]
Have You Heard The One About The Sales Person Who Recommended A Prospect Buy A Competitor's Product? Posted on April, 2009
There's a great article in today's New York Times, Start-Up Course In Survival. … [Read more...]
Sometimes All We Want Is Good Customers. Sometimes All Customers Want Is Good Vendors. Posted on April, 2009
With this post, any doubt you may have had about me will be eliminated. You will … [Read more...]
Delivering Happiness! Zappo's Posted on March, 2009
Zappo's is one of the hottest and most innovative companies around. This is an … [Read more...]
If Your Suppliers Are In Trouble, Then You Are In Bigger Trouble! Posted on March, 2009
I usually direct this blog to sales and business professionals, focusing many of … [Read more...]
What Commoditized Products Can Teach Us About Selling Posted on March, 2009
I have a confession, I grew up selling high tech systems, software and complex … [Read more...]
So Now It’s Provocative Selling! Posted on March, 2009
I hate to start blogs with a disclaimer or apology, but I was very excited with … [Read more...]
The Big Idea: Solve Your Customers' Big Problems Posted on March, 2009
Customers are looking for something different these days. Our traditional … [Read more...]