I usually direct this blog to sales and business professionals, focusing many of … [Read more...]
Tag: Value Proposition
If Your Suppliers Are In Trouble, Then You Are In Bigger Trouble!
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...]
WIIFT -- The New Sales Mantra Posted on March, 2009
Every sales person (and business professional) knows the acronym WIIFM -- What's … [Read more...]
Moving Beyond Selling To Building Collaborative Relationships Posted on March, 2009
I'm reading Price Waterhouse Coopers 12th Annual Global CEO Survey. It has a lot … [Read more...]
When All Else Is Equal, How Do You Differentiate Yourself Posted on March, 2009
This morning, I had an interesting discussion with a client. He was talking … [Read more...]
What If We Stopped Using The Economy As An Excuse? Posted on February, 2009
Yesterday, I was speaking to a colleague. He had a though provoking observation. … [Read more...]
The Secret To Success Part 2---Make Customers Money! Posted on February, 2009
A few days ago, I wrote about the secret to sales success---saving customers … [Read more...]
The Secret To Success---Save Customers Money! Posted on February, 2009
Today's New York Times had an article: The Secret to Start-Up Success: Save … [Read more...]