I'm a tremendous fan of Buyer Personas*. Anyone who isn't leveraging this … [Read more...]
Category: Transformation
Category: Transformation
Buyer Persona's -- A Great Starting Point For Sales!
You Need To Know What's Keeping Them Up At Night! Posted on April, 2011
"What's keeping you up at night?" It's a classic question many sales people use … [Read more...]
It Doesn't Matter What We Know, It's What The Buyer Needs Posted on April, 2011
Companies spend $100's of millions every year in training sales people about … [Read more...]
When Customers Really Want To Buy--Perishable Demand! Posted on April, 2011
A couple of weeks ago, I really needed to make a relatively major purchase in … [Read more...]
There's More To The Discovery Process Than Identifying Needs! Posted on April, 2011
After Qualifying, I believe the Discovery Phase of the sales process is the … [Read more...]
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...]
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