our-value-creation-starts-within-our-own-company 
Partners in Excellence
JUNE 21, 2017
Recently, I wrote, “ Sales People Don’t Have The Time To Create Value With Customers.” If we aren’t taking the time to create value with customers, then customers have no reason to waste their time with us. In the post, I suggested sales people don’t know how to create value in the time they are taking.
Partners in Excellence
SEPTEMBER 2, 2021
As sales and marketing people, the concept of “Value Proposition” has become fundamental in our positioning in our markets and with our customers. But value propositions have become almost another feature we talk about in pitching our products and company.
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Partners in Excellence
JUNE 20, 2022
It’s important to our managers to know whether we are going to make our revenue commitments in the organization. It’s important to other functions in the company, so they know what products to build and ship, or how to have the right services resources deployed. Think about it. And yet they made their number.
Pipeliner
JULY 16, 2022
If you read our previous two articles, The Fundamental Error of Approach in Today’s Sales and Theory and Practice of Pipeliner , you’ll clearly see that Pipeliner CRM is not simply a mechanical application—it has a clear theory and purpose behind it. They create value for the buyer. The Internal Creation Engine.
Partners in Excellence
AUGUST 16, 2023
And, I think, training companies and consultants (like me), sometimes confuse these issues, not serving our clients as effectively as we should. A Sales Methodology focuses on “how” we execute our Selling Process. They provide us tools to facilitate our ability to effectively execute the Selling Process.
Zoominfo
NOVEMBER 22, 2019
When confronted with the details – database management, customer account segmentation, and content creation – many companies balk and decide that perhaps ABM isn’t the right road after all. In fact, with just a few simple steps, DIY customer data segmentation for account-based marketing is a great way to get started.
Partners in Excellence
FEBRUARY 28, 2022
We were talking about the challenges his people had in articulating value and differentiation. Today, there is virtually no differentiation between products offered by his company and those offered by the competition. We started to talk about how his team could present and defend value, minimizing the need to discounting.
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