We've long had the idea that a value proposition has to do with "exceeding … [Read more...]
Value Prop Aligned With What The Customer Values?
Not long ago, in speaking with a top executive, he expressed great frustration … [Read more...]
Your People’s Performance Is A Reflection Of Your Performance
It's impossible to be a top performing manager if your people aren't … [Read more...]
What’s Project Management Have To Do With Buying/Selling?
As sales professionals, we don't tend to talk much about project management--at … [Read more...]
Sell The Vision, It’s Easier Than Selling The Product!
I've never sold a computer or licensed software in my career. I've never sold … [Read more...]
Buyer Self Sufficiency
I read a fascinating HBR Article, "How More Accessible Information Is Forcing … [Read more...]
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