Hopefully, any person in a sales role knows the importance of value--whatever … [Read more...]
Category: Transformation
Category: Transformation
Why Do We Continue To Get The Basics Of Value So Wrong?
We Can Only Create Value With The Customer, Not For The Customer Posted on August, 2016
For regular readers, you probably are wondering, I've long talked about the … [Read more...]
What's The Customer's "Whole Problem" Posted on August, 2016
Our focus, naturally, is on what we sell. More accurately, it's on what … [Read more...]
Putting Aside Our Agenda For The Customer's Posted on July, 2016
Gary Peyrot asked a great question recently, He had read, "What Would Happen If … [Read more...]
Your Customers Have Problems, But Do They Know? Posted on July, 2016
Not long ago, I got a call from a frustrated sales person. He had a huge … [Read more...]
Drive Sales With Product Knowledge, Drive More With Customer Problem Knowledge! Posted on July, 2016
I read an article entitled, "Drive Sales With Product Knowledge." It was a good … [Read more...]
Building Your Personal Brand Posted on July, 2016
There's a lot written about building Personal Brands. A lot of the discussion … [Read more...]
Help Your Customers Do Something More Important! Posted on July, 2016
All of us want to be selling products and services that are mission critical for … [Read more...]
Mastering Your Value Proposition Posted on July, 2016
Not long ago, I had the pleasure of speaking with Will Barron of Salesman Red … [Read more...]
What's The Most Important Customer Question Sales People Probably Can't Answer? Posted on June, 2016
We equip our sales teams with the ability to answer any question customers might … [Read more...]
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