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May 30, 2014
Solving the Customer’s Business Challenges is Key 2 in a Sales Leader’s Guide to Selling Value
In this installment of A Sales Leader’s Guide to Selling Value, we are going to talk about the second key to executing a value creation selling approach which is solving the customer’s business challenges. However, before we get into the details of Key #2, let’s review why Key #1, Understanding What the Customer Values Most, is...

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May 22, 2014
Understanding What The Customer Values Most is Key 1 in a Sales Leader’s Guide to Selling Value
In the opening blog to the series, A Sales Leader’s Guide to Selling Value, we established how value creation selling can enable your business to be viewed as strategic to your customer’s business and enable the creation of mutually beneficial value. The creation of mutually beneficial value can mean competitive advantages for your customers and increased...

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January 31, 2014
One Question to Determine the Best Delivery Method for Your Sales Training
I am frequently asked by customers how they should deploy their sales training initiative. Recent advances in technology have transformed sales organizations’ ability to deliver sales training using a variety of modalities including traditional face to face training, virtual instructor lead training, self-paced learning and even some hot new buzzwords like “gamification.” As a quick aside,...

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