Turning Value into Customer Requirements
Although armed with a carefully crafted list of 10 "unique" benefits to customers, a supplier of sophisticated network security systems learned they had l... Read story
Jeff Thull
Nobody Buys a Value Proposition
Value is at the heart of what every customer wants to buy. If you can't position yourself and your company as a source of value, executives will not want ... Read story
Breaking Away with Exceptional Credibility
The more credibility we earn, the more exceptional our sales success will be, but it is becoming increasingly difficult to earn exceptional credibility. I... Read story
How Can Your Purchasing Department Better Balance Cost and Value?
In the current economic climate, rising costs are affecting virtually every industry. As companies struggle to hold the line on their overall costs of go... Read story
Don't be a Victim of Commoditization
Understanding the three reasons for commoditization will help you provide value to your customers. Company executives and their t... Read story
Don't be a Victim of Commoditization
Understanding the three reasons for commoditization will help you provide value to your customers. Read story
Standing Out in Today's Complex Market
What obstacles do salespeople around the world face? The answer may surprise you. I've just completed a four week, eight country ... Read story
Standing Out in Today's Complex Market
What obstacles do salespeople around the world face? The answer may surprise you. Read story
Becoming an Exceptional Resource for Your Clients
When customers see you as contributing to their business's success, you're rewarded with greater loyalty. Exceptional sales profe... Read story
Becoming an Exceptional Resource for Your Clients
When customers see you as contributing to their business's success, you're rewarded with greater loyalty. Read story
Three Keys to a Successful New Year
The beginning of the new year is a great time to re-evaluate what worked well last year, and what didn't, and what you'll need to do to face the c... Read story
Three Keys to a Successful New Year
The beginning of the new year is a great time to re-evaluate what worked well last year, and what didn't, and what you'll need to do to face the challenges a... Read story
Set Yourself Apart
You gain more credibility with the questions you ask than with the stories you tell. I had the pleasure of joining my partner tod... Read story
Set Yourself Apart
You gain more credibility with the questions you ask than with the stories you tell. Read story
Creating Exceptional Referrals
When to ask for a customer referral -- and what you should ask. Read story
The Best Way to Shorten the Sales Cycle
To shorten the sales cycle, we must bring clarity to our customers. Read story
Critical Skills for Sales Success
Here are five of the most important skills every sales professional should possess. Read story
How Premature Presentations Can Derail Your Success
Making your big sales presentation too early in the sales process can lessen the likelihood of you making the sale. Read story
Turn Challenging Questions into Sales
Make the sales process a collaborative one and you'll find yourself in the position of trusted advisor instead of just another company trying to make a sale. Read story
The Sales Paradox: Stop Selling to Sell
Exceptional sales professionals think like doctors -- they diagnose problems before presenting solutions that could cure what ails their customers. Read story
Diagnostic Conversations: The Optimal Source of Differentiation
Before your company can provide a solution, your salespeople need to know how to diagnose your customers' challenges. Read story
Breaking the Rules of Sales
Exceptional sales professionals do the opposite of what most professionals do -- and often break the rules of traditional selling to achieve their success. Read story
