I recently made what I hope was a compelling case for creating a customer-specific unique value story for every significant customer opportunity. I now want to turn my attention to a critical complement to every such value story: making explicit connections between ...
I want to give Dave Kurlan of Objective Management Group the credit for stimulating this article. I’ve added a link to his ...
Generic value propositions, although they might be of some use in persuading potential prospects to make initial contact ...
Everywhere you look, sales organisations of all descriptions are promoting their so-called “solutions”. It’s become such an ...
The quality and accuracy of opportunity qualification is widely acknowledged to be a key predictor of future sales success - ...
Note: This article has been adapted from the latest fully revised and updated version of my “Introduction to Outcome Centric ...
Frontline sales managers - the people from whom individual members of the sales organisation take their day-to-day direction ...
I’ve written before about the persuasive power of a Mutual Success Plan in technology-based B2B sales, and I believe the ...
Whenever a purchase is inevitable (the customer must act) your competition tends to be predictable - and it will often be ...
As Winston Churchill was working to establish the United Nations after World War Two, he observed that leaders should “never ...
