It's that time of year again, there are lots of posts around the popular … [Read more...]
Tag: Value Proposition
Our Customers Can't Afford For Us To Wait Until They Are 70% Through Their Buying Cycle!
Neutral Is Not A Strategy Posted on January, 2015
Too often, I meet sales people who are uncomfortable with challenging their … [Read more...]
How Will You Justify This To Your Management? Posted on January, 2015
Too often, our customers focus on price, consequently we focus on price---after … [Read more...]
The Illusion Of Control Posted on December, 2014
Matt Heinz wrote a provocative post, "News Flash, Sales Doesn't Control When The … [Read more...]
What If You Shared Your Deal Strategy With Your Customer? Posted on December, 2014
I had a fascinating conversation with Gerald Vanderpuye today. He shared what … [Read more...]
When All Else Is Equal, The Lowest Price Wins! Posted on December, 2014
When the customer perceives little difference between alternative solutions from … [Read more...]
Why Do They NEED What You Are Selling? Posted on December, 2014
I have to admit, part of the reason I'm writing this post is to ease my … [Read more...]
Selling In A "Knowledge Based" Economy Posted on November, 2014
The days of product, even solution based differentiation are long passed. We … [Read more...]
Teaching Our Customers To Sell Posted on October, 2014
I recently wrote about Teaching Our Customers To Buy. In the article I … [Read more...]
Beating Lower Priced Competitors Posted on September, 2014
I read an interview with a very well known sales pundit on the "6 Ways To Beat … [Read more...]
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