I do deal reviews with sales people every week. Too often, I hear the same … [Read more...]
Category: Transformation
Category: Transformation
Are You Creating A Sense Of Urgency With Your Customers?
Do You Understand Your Differentiation, Does Your Customer? Posted on April, 2013
Over the past few weeks, I've written a number of posts about Value Propositions … [Read more...]
There's Insight, Then There's INSIGHT! Posted on April, 2013
Our customers are starved for ideas and insight. That's why, the sales … [Read more...]
Do We Really Understand Value? Posted on April, 2013
My recent posts, "But Your Price Is Too High," and "Price Is Meaningless Until … [Read more...]
Price Is Meaningless Until You Establish Business Value Posted on March, 2013
This afternoon, I was speaking with a salesperson for a start-up company. We … [Read more...]
Going Beyond Cost - Benefit Analysis Posted on March, 2013
A critical element of any high impact sales process is "creating business … [Read more...]
Don't Cheat Your Customer By Not Closing Posted on March, 2013
My post, "But Will I Sound Too Salesy?" generated some interesting comments and … [Read more...]
The Customer Designs Their Own Customer Experience Posted on March, 2013
We spend a lot of time talking about customer experience design. There is some … [Read more...]
Connecting The Dots, Can You Do It For Your Customer? Posted on March, 2013
There's a huge amount of "wisdom" about calling at the top. At times, I think … [Read more...]
Creating Social Business Success Posted on March, 2013
Every week, I would venture there are over 100 blog posts or articles talking … [Read more...]
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