Take Value to the Next Level

| Reed Holden |
It was a tough conversation but in the end, it was simple and quite insightful. It started with a client pushing back on price. We responded that it was going to cost us a lot to get the job done. She came back saying it was a lot of money to supp…
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Wayward Sales Veteran Comes Clean

| Alicia Shevetone | , ,
How many blog posts have you read that start with something like, “As a 20-year sales veteran, I’ve experienced …blah…blah…blah”?  It’s amusing how sellers use tenure as a crutch for complacency. It sounds reasonable though, right? Why should…
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Simply Selling to Your Most Important Customer

| Brian Doyle | , ,
Imagine this: You’re selling your company’s best product. You’ve successfully navigated the gatekeeper to speak with your target buyer (the person who will actually use your product) and have shared enough of a compelling message that they’re will…
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Rolling Stone Gambles Big On Customer Loyalty

| Matthew Lydon | , , , , ,
For any salesperson, it’s important to understand why your customers keep coming back: Is it because you’re a better deal than your competitors? Is it the simplicity of your product offering? Is your product suite so specialized, there is no equa…
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