“We have the best technology. We have a superior solution. Our solution is the industry leader.” I was reading what members of the audience – all from different companies – had written on index cards in answer to the question: What is your company’s primary...
In early 2015 Esurance ran a set of TV commercials in which a less-desirable replacement presents themselves as the “sorta” provider: a race-car driver instead of the normal parking valet; a drug dealing science teacher instead of the normal pharmacist; a...
Traditional solution selling encourages sales people to understand the customer’s business challenges well enough to align their solution to those challenges, and then show how their solution can help the customer mitigate or eliminate those challenges. But in...
“If you were a bank, you’d really like this feature!” I can remember visibly cringing when my co-worker used this as her introduction to our most important competitive product advantage. Before I could even finish cringing, the VP of Manufacturing...
Buying choices are personal and emotional choices. It’s easy for most of us to see how that applies to the personal consumer purchases we make every day, but it also applies in a B2B purchase scenario. Ultimately, even large B2B “committee” decisions...
It’s easy to lose sight of the customer when what you’re selling is so amazing! In my experience working with thousands of sales people around the world, the most common mistake sales people make is they literally forget the customer during their sales...
We use cookies to ensure you get the best experience. By using our website you agree to our use of these cookies. AcceptPrivacy Policy
Privacy & Cookies Policy
Privacy Overview
This website uses cookies to improve your experience while you navigate through the website. Out of these, the cookies that are categorized as necessary are stored on your browser as they are essential for the working of basic functionalities of the website. We also use third-party cookies that help us analyze and understand how you use this website. These cookies will be stored in your browser only with your consent. You also have the option to opt-out of these cookies. But opting out of some of these cookies may affect your browsing experience.
Necessary cookies are absolutely essential for the website to function properly. This category only includes cookies that ensures basic functionalities and security features of the website. These cookies do not store any personal information.
Any cookies that may not be particularly necessary for the website to function and is used specifically to collect user personal data via analytics, ads, other embedded contents are termed as non-necessary cookies. It is mandatory to procure user consent prior to running these cookies on your website.
