Value

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…

Lean sales: More revenue, More profit, Less Resource

Lean sales: More revenue, More profit, Less Resource

By Wayne Moloney Lean has long been associated with manufacturing and credited to Toyota. However, I challenge both premises and…

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) …

Is relationship selling dead?

Is relationship selling dead?

By Wayne Moloney Despite all the hype that face-to-face selling is dying, building strong relationships is more important then ever….

TALKING SALES 41: “5 Laws for Stratospheric Sales Success”

TALKING SALES 41: “5 Laws for Stratospheric Sales Success”

In this short interview Ian Lowe shares his 5 laws for stratospheric sales success with John Smibert. Ian claims that the five laws are an…