Buying has changed. The traditional role of the sales person in "teaching" the … [Read more...]
Category: Transformation
Category: Transformation
Buyers Are Self Educating, So Should Sellers!
Deal Value Or Buyer Value? Posted on May, 2013
A few years ago, a client called me very frustrated. He was the CEO of a large … [Read more...]
"We Aren't In Kansas Anymore, Dorothy" Posted on May, 2013
If anyone has doubts about how much professional selling is changing, download … [Read more...]
Are You Creating A Sense Of Urgency With Your Customers? Posted on April, 2013
I do deal reviews with sales people every week. Too often, I hear the same … [Read more...]
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...]
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