It’s Not About You…It’s About Your Customer

It’s Not About You…It’s About Your Customer

It’s not about you…really! I’m sure you’ve heard it said in many different ways: “You were given 2 ears and 1 mouth…use them proportionately” “You never learn anything by talking” “Most people listen with the intent to respond…not with the intent to understand” So, we...
To Pitch or not to Pitch?  That is the Question.

To Pitch or not to Pitch? That is the Question.

The question of whether to teach salespeople a product pitch, or not, comes up consistently, especially in technology and software sales.  In fact, many organizations start training new hires with standard product pitches and even have competitions to see who has the...
How to Uncover Personal Value Without Risking Rapport

How to Uncover Personal Value Without Risking Rapport

We know…really, we do.  We have to work with our customers to help them quantify the value of investing in our products or services.  We use terms like ROI, TCO, IRR, qualitative, quantitative, and the like, to help define this value.  Many times, we have ROI...
Difference versus a “Differentiator”

Difference versus a “Differentiator”

When does a “difference” become a “differentiator”?  Typically, a marketing or product marketing team provides a list of differentiators to the sales organization. Sales reps then take that list and trot it out to customers and prospects.  But, are lists like these...
Negotiation isn’t About Price…it’s About Value

Negotiation isn’t About Price…it’s About Value

When does negotiation start in an opportunity?  The most common response is “in procurement.”  Is that true?  How about “negotiation starts whenever something of value is requested”?  How about “negotiation starts at the beginning”? There are  hundreds of books on the...