Why You Should Make it Easy to Buy from You
Many companies and salespeople make a great job attracting potential customers. They get the customers interested, engaged and ready to make the buy-decision. When it
Many companies and salespeople make a great job attracting potential customers. They get the customers interested, engaged and ready to make the buy-decision. When it
Why is it important to know your customers’ purchasing / procurement / sourcing / purchasing strategy and purchasing process to create success when you are
Being customer focused is likely to make customers more interested in dealing with you (as opposed to choosing your competitor). As a result, being customer
In this video we discuss the Customer Avatar and why it makes sense to zoom in on one when segmenting your customers.
Abstract: Value-based pricing or value pricing refers to strategic pricing, where you price your service offering (goods/services) based on the value of it for
New value sales article in the leading Finnish sales & marketing publication ”Myynti & Markkinointi” on the importance of knowing your customer’s business (including understanding
Value-based selling at The Bike Shop by Philippe Gilbert. The manager smiled, walked over to me and shook my hand when I entered the shop. He inspected
Many business owners and executives dream of transforming their stuck-in-the-middle business to a successful one, but only few succeed. Too few! Why do so many
Know yourself, know your customer. Sales competence and customer relationship management are important. But what does the feeling of security have to do with selling?
Instead of being busy chasing the deals to fill our sales quota for the month or quarter, we (anyone involved in personal selling) should focus
Many companies and salespeople make a great job attracting potential customers. They get the customers interested, engaged and ready to make the buy-decision. When it
Have you ever heard someone say ”I’m a really great salesperson”, but once you have
Here are 3 key components for building a value-based business and become successful. This brief
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