A compelling and differentiated value proposition is critical in selling—we all … [Read more...]
Category: Transformation
Category: Transformation
Setting Yourself Apart, Developing and Communicating Differentiated Value
The Sales Game Has Changed, Are You Playing To Win? Posted on June, 2009
Webinar: Driving Demand in a Demanding MarketJuly 15 11 AM PST / 2 PM ESTAs a … [Read more...]
Features, Advantages, Benefits----Change Your Point Of View To Succeed! Posted on May, 2009
The other day, Niall Devitt and I were having a conversation about the … [Read more...]
What's It Take To Be A Major Account Rep? Posted on May, 2009
The other day, a sales person I had coached a few years ago called me up. He was … [Read more...]
Selling Through A Slump Posted on April, 2009
This new ebook from 11 top sales professionals and bloggers (yes, I'm putting … [Read more...]
Sometimes All We Want Is Good Customers. Sometimes All Customers Want Is Good Vendors. Posted on April, 2009
With this post, any doubt you may have had about me will be eliminated. You will … [Read more...]
Where You Are Depends On Your Point Of View, A Fragile Sales Ecosystem Posted on April, 2009
I've gotten a number of very positive comments on my post last week: If Your … [Read more...]
So Now It’s Provocative Selling! Posted on March, 2009
I hate to start blogs with a disclaimer or apology, but I was very excited with … [Read more...]
Akamai Has It Right! Engage Customers In A Different Conversation Posted on March, 2009
I've been fascinated by Paul Sagan's interview in Network World. I've written … [Read more...]
The Secret To Success Part 2---Make Customers Money! Posted on February, 2009
A few days ago, I wrote about the secret to sales success---saving customers … [Read more...]