After Qualifying, I believe the Discovery Phase of the sales process is the … [Read more...]
Category: Transformation
Category: Transformation
There's More To The Discovery Process Than Identifying Needs!
We Have To Invest In Revenue Generation Posted on April, 2011
A key goal of most businesses (profit and not for profit) is revenue … [Read more...]
Does Our "Value" Align With How Customers Define Value? Posted on March, 2011
Over the past week, I've been writing a lot about Value. We build our … [Read more...]
Defining Value Posted on March, 2011
After I published my post, Rethinking Value, an interesting discussion/debate … [Read more...]
Rethinking Value Posted on March, 2011
I've written a lot about value propositions, but I think we really need to … [Read more...]
Value Creation Starts With Great Questions Posted on March, 2011
In answering a question at Focus.com, my friend and business partner, Anthony … [Read more...]
Are You Selling To Where Your Customer Is Going To Be? Posted on March, 2011
Wayne Gretsky attributed part of his greatness as a hockey player to, "always … [Read more...]
Sales Process---Did You Develop It In A Dark Room? Posted on February, 2011
There was an interesting comment by Mohamed Saad at the Future Selling Institute … [Read more...]
Your Customers Know What You Value, Do You? Posted on February, 2011
My friend, Wally Bock, wrote an interesting newsletter last week on Bear … [Read more...]
Let's Put Marketing On Commission! Posted on January, 2011
My friend, Dan McDade, President ofPointClear, has been leading an interesting … [Read more...]
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