The concept of a Minimum Viable Product is common in the start-up community. It is normally regarded as an initial release of a product that has just … [Read more...] about What is your Customer’s Minimum Viable Problem?
The Art, Science + Engineering of Sales Management
I recently recorded a wide-ranging conversation about the art, science and engineering of sales management with Michael Webb of Sales Performance … [Read more...] about The Art, Science + Engineering of Sales Management
A tale of greed – and reckless disregard for the customer experience
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?
