Too often, we get to the end of a buying cycle and pricing becomes the issue. … [Read more...]
Tag: Value Proposition
"But That's More Than We Planned To Pay!"
If You Don't Know Who Your Customer Is, Improving Selling Skills Won't Help Posted on March, 2018
Over the past few days, I've been participating in a discussion about a … [Read more...]
"Customers Won't Buy Until They Are Ready To Buy" Posted on February, 2018
Recently, I had a discussion with someone, actually a polite disagreement. I … [Read more...]
What's Different About Account Based Marketing/Selling? Posted on January, 2018
Account Based Marketing/Selling is all the rage today. if you haven't jumped on … [Read more...]
Whose Job Is It To Understand The Buyers? Posted on January, 2018
George Bronten just published a fascinating post, "Your Sales Enablement Will … [Read more...]
Leveraging Your Information Advantage Posted on January, 2018
In the "good old days" of selling (if there ever were any), a lot of sales … [Read more...]
"My Outlook Is Money, And Money Is Money!" Posted on January, 2018
My friend Keenan was on one of his rants on LinkedIn. This particular rant was … [Read more...]
Do Customers Really Want A Frictionless Buying Experience? Posted on November, 2017
It seems to be fashionable to talk about creating "frictionless buying … [Read more...]
AI/Machine Language Will Manager 85% Of Customer Interactions Posted on October, 2017
"According to Harvard Business Review, by 2020, customers will manage 85% of … [Read more...]
When Will We Stop Thinking Our Customers Are Stupid? Posted on October, 2017
I'm beginning to think far too many sales and marketing people think customers … [Read more...]
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