I hope you will forgive me this rant, but in addition to allowing me to vent my frustration, I believe the story contains some important messages … [Read more...] about A tale of greed – and reckless disregard for the customer experience
Why you need a Vision Story and a Value Story
The best sales people and the best content marketers are often great storytellers. They have the ability to craft compelling narratives that persuade … [Read more...] about Why you need a Vision Story and a Value Story
The Persuasive Power of a Mutual Action Plan
As Gartner and others have frequently pointed out, B2B buying decisions are often complicated. If the problem to be solved is a new one, rather than a … [Read more...] about The Persuasive Power of a Mutual Action Plan
Is your differentiation based on features or outcomes?
It’s a fundamental principle of value-based selling that whenever a prospective customer is unable to establish any meaningful difference … [Read more...] about Is your differentiation based on features or outcomes?
Hope is not a strategy – and ignorance is no excuse
Why do apparently promising sales opportunities go wrong so often? Why do close dates speed past, get reset and then repeat the cycle? Why do so many … [Read more...] about Hope is not a strategy – and ignorance is no excuse
Sales Opportunity Qualification or Qualifiction?
Accurate opportunity qualification is perhaps the single most important foundation for success in complex B2B sales environments. In the absence of an … [Read more...] about Sales Opportunity Qualification or Qualifiction?
