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Browse By Tag: value
JUNE 23, 2017

Discovery

Effective sales discovery is a conversation. Making it useful to both sides requires plenty of planning on the part of the salesperson. It means giving thought to how the conversation benefits the customer, not just the seller.

MAY 27, 2014

Adding Value to Customers

We’ve talked about value in a lot of different ways through the years. We’ve evolved from creating value through products to creating value through products and services, then through a products-service-information combination.

We often talk about it as co-creating value for customers, the idea that a salesperson can only create access...