As sales and marketing people, the concept of "Value Proposition" has become … [Read more...]
Category: Performance
Category: Performance
Value Realization, Value Positioning, Value Creation
On Qualifying! Posted on August, 2021
Qualifying our prospects/customers is critical for sales people. We want to … [Read more...]
Buzzword Bingo Posted on August, 2021
Every once in a while, some colleagues and I play a game of Buzzword Bingo. We … [Read more...]
Do You (And Your Customer) Have A Real Deal? Posted on August, 2021
Probably one of the weakest areas of buying and selling I see is "qualifying." … [Read more...]
Situational Adaptability Posted on August, 2021
I got a prospecting call. We had actually arranged a conversation, the company … [Read more...]
Who Is OUR Buyer? Posted on August, 2021
People like Hank Barnes, Scott Gillum, Ardath Albee, and Maureen Blandford are … [Read more...]
Give Your Sales People What They Need! Posted on August, 2021
My friend, Orrin Broberg, wrote a great post: 5 Critical Sales Enablement … [Read more...]
It Really Isn't About The Numbers! Posted on July, 2021
All of us focus on the "numbers." We are driven to "make the numbers," because … [Read more...]
What If You Couldn't Discount? Posted on July, 2021
How would buying and selling change if you couldn’t discount? What if the price … [Read more...]
How Important Is Price? Posted on July, 2021
Price is important—of course, but sometimes I think we, sales people, make it … [Read more...]
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