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I wanted to expand on my post, Insight And Co-Creation, and much of my writing on Value Propositions/Creation. Often, I speak of the value we create in the Read More

In this second post I thought it would be useful to share some benchmarks covering, On Target Earnings, call stats, and cookbooks depending on the sales model you choose. Using worked examples let's examine possible ratios and metrics worth targeting. Read More

Getting people to your site is only half the battle. How you convert them to customers is the truly hard part. If you haven't asked yourself how visitors see your website, now's the time. Read More

Price does not have to be the Achilles’ heel, there is a way to not only minimize it, but use it as a means of having a truly effective and open value discussion that drives sales, while disqualifying non-buyers. Read More

By Nicolas Gremion

If the thought of starting a new company scares you, then what I’m about to suggest might terrify you: Consider starting a new company in a realm in which you have no experience. Before you run for the hills, keep reading. When done the right way, this risk can pay off with bi Read More

Isn't this what professional B2B selling is really about? Whether you call them Challengers, Solutions Sales People, Customer Focused Sales People, or any other label. The top performers always take control of the sale. Read More

By Joe Pawlikowski

How much money does your company spend in the pursuit of making money? It might sound like a silly, circular question, but it gets to the heart of an important issue for any small business. You have to spend money to make money, yes, but spend too much and you erase your profi Read More

Every seller and company should have a sales plan and agenda, but if it does not centre on the buyer’s objective, it will either fail, or the sale will come down to price, low or no loyalty, which means it will have to be resold again and again. Read More

In qualifying, perhaps the more appropriate question is, If we can develop a business justified solution (meeting your financial and strategic hurdles), will you fight for the funding for this investment? Read More