A compelling and differentiated value proposition is critical in selling—we all … [Read more...]
Tag: Value Proposition
Setting Yourself Apart, Developing and Communicating Differentiated Value
Features, Advantages, Benefits----Change Your Point Of View To Succeed! Posted on May, 2009
The other day, Niall Devitt and I were having a conversation about the … [Read more...]
I Want To Buy, I Just Don't Want To Pay Posted on May, 2009
This is a funny, but sometimes all too true video.Next Tuesday, June 2, at 1:00 … [Read more...]
What's It Take To Be A Major Account Rep? Posted on May, 2009
The other day, a sales person I had coached a few years ago called me up. He was … [Read more...]
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...]