We've long had the idea that a value proposition has to do with "exceeding … [Read more...]
Category: Transformation
Category: Transformation
Giving The Customer More Than They Paid For
Value Prop Aligned With What The Customer Values? Posted on January, 2016
Not long ago, in speaking with a top executive, he expressed great frustration … [Read more...]
Sell The Vision, It's Easier Than Selling The Product! Posted on January, 2016
I've never sold a computer or licensed software in my career. I've never sold … [Read more...]
Buyer Self Sufficiency Posted on January, 2016
I read a fascinating HBR Article, "How More Accessible Information Is Forcing … [Read more...]
Can Your Sales People Lead A Business Conversation? Posted on January, 2016
The role of sales has clearly changed. We no longer have to spend our time … [Read more...]
Numbers Make The Conversation More Interesting Posted on December, 2015
Numbers are the bane of many sales people's existence. Everyone wants to talk … [Read more...]
The Purpose Of Selling Is To ......... Posted on December, 2015
Complete the sentence, "The purpose of selling is to......." When I ask sales … [Read more...]
How Have You Helped Your Customers Improve Their Outcomes? Posted on December, 2015
As we approach the end of the year, there's always a huge intensity of … [Read more...]
Is It The Customer's Job To See Sales People? Posted on December, 2015
Recently, I read a blog post in which the author was criticizing a procurement … [Read more...]
What If You Couldn't Discount? Posted on December, 2015
I always worry starting a post with, "When I first started selling....." I fear … [Read more...]
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