Value Proposition

TALKING SALES 145:   “Buyers are transitioning from commodity to value”

TALKING SALES 145: “Buyers are transitioning from commodity to value”

          “Grow profitability by only selecting clients that recognise value” – Interview by John Smibert     Have your…

TALKING SALES 126: “How good is your buyer’s business case?

TALKING SALES 126: “How good is your buyer’s business case?

            “A strong buyer’s business case enhances the chance of a positive decision” – Interview…

TALKING SALES 114: “Jointly crafting a buyer’s value proposition”

TALKING SALES 114: “Jointly crafting a buyer’s value proposition”

            “Developing and leveraging the customer value proposition” – Interview by John Smibert.   What…

TALKING SALES 69: “Value is in the eyes of the beholder”

TALKING SALES 69: “Value is in the eyes of the beholder”

             ‘Value Proposition’ is a hackneyed term – we need to understand its true meaning…

Sex, scandal and sales

Sex, scandal and sales

She was variously described as a model, a dancer and a showgirl. A topless showgirl. He was a peer of…

TALKING SALES 47: “Laser Targeted Value Proposition”

TALKING SALES 47: “Laser Targeted Value Proposition”

Interview by John Smibert Because Tony Bonanno is a specialist in the use of value propositions to open doors and close sales I asked him…

TALKING SALES 46: “Leveraging the customer’s value lifecycle”

TALKING SALES 46: “Leveraging the customer’s value lifecycle”

“How to get credit for the customer value you create” –   interview by John Smibert.  In our last interview (Sales Poker) …

TALKING SALES 39: “It’s sales poker: Let your customer bet the value”

TALKING SALES 39: “It’s sales poker: Let your customer bet the value”

“How to discover genuine customer value” –  3 Minute interview by John Smibert.  In this interview Dean Kelly tells us ‘value’ is…

TALKING SALES 21: “Creating value through lean selling” – Wayne Moloney

TALKING SALES 21: “Creating value through lean selling” – Wayne Moloney

In this 3 minute video John Smibert talks with Wayne Moloney about the meaning of the word ‘Value’ in the ‘Lean…

White Papers

Strategic B2B Social Selling – A brief for the CEO
                                      By Tony...... More

Sales Tools

5 sales management questions for insight and value
  In a recent interview with Dean Kelly “How to conduct the Internal... More
Bubble Chart – creating value in client conversations
  In a recent article titled “How to challenge your customer”... More
Death of A Sales Lead, or: What’s the Problem with Marketing’s Sales Leads ?
My firm specialises in working with Sales and Marketing teams in medium and larg... More
Rethinking CRM and Business Engagement
How sales engagement is changing and what we need to do to stay ahead of the wav... More
TALKING SALES 117: “Social media technology madness – how to choose”
              “Forget about the shiny new toy; think about your bus... More