What's Your Customer-Specific Differentiating Value?

I thoroughly enjoyed talking with Tom Pisello of the Evolved Selling Institute as his guest on the EVOLVERS Podcast on the subject of “Articulating Your Differentiating Value, a Requirement in a Tight Economy”.
We covered a wide range of topics, including the need to focus on issues that are both strategically relevant and tactically urgent, for which our approach is capable of delivering rapid-time-to-value and the importance of elevating the cost of inaction…
The key takeaways from our conversation? Unless the opportunities you are currently working on are associated with a clear and urgent need and can be shown to deliver tangible value and clear business outcomes, they probably won’t get seriously considered much less approved.
You can listen to the entire podcast below.
Please let me know what you think about the concepts that Tom and I discussed and – if you haven’t already done so –