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Read the latest, articles, strategies, and news from ValueSelling coaches.
We often are asked questions about getting to executive Power during a deal and making a real connection. In other words, building a relationship that lasts because the client sees value in you and your interactions with them. Let’s start by quickly identifying what...read more
I was recently having lunch with a close friend and we were planning a future golf outing (should not be a surprise for anyone who knows me). As we discussed our plans, there were two sales reps sitting at the table next to us. They obviously didn’t realize how...read more
Lots of content exists that will guide you to a better demonstration of your product. In preparing this article I did a few simple searches that were all quite helpful in the following: What to practice How to prepare in a venue Optimal length of time Avoiding...read more
I sometimes wonder how this could still be going on in today’s day and age. We are now living in a digital world. Everyone says it makes it harder for sales teams because the buyer is now more informed! I say that this is BS. Although they are more informed, at...read more