Every sales manager I’ve ever talked to asks the same thing. “I want my salespeople to call on senior executives.” They call too low. Why call high? That is where the big dollar decisions are made. That is where the political power lies. That is where deals get done. But the unfortunate reality is this:… Read More
The Value Proposition, Part 2
In an earlier post, I shared a note from Jill Konrath on value propositions. Since this is such an important topic, let’s discuss it in more detail. Lots of companies create: Unique selling proposition Elevator pitches Corporate powerpoints, etc. Here is an actual example of a unique selling proposition. (I looked up a software company… Read More
Fearless Competitor by Jeff Ogden 