Category: Customer Value Proposition

Linking and Leveraging Science and Art to the Craft of Selling

The other day someone asked me whether I thought selling is more science or art. My response was that it’s both. The science part is the process, which involves your IQ. The art part has to do with how beautiful you do something like building and maintaining relationships, which involves your EQ (emotional intelligence). Actively linking and leveraging both the…

What Fly Fishing Can Teach Us About Sales

I recently spent a wonderful week with my family in the historic town of Breckenridge, Colorado.  We went white water rafting, we hiked, we enjoyed the beautiful scenery together, and…my son and I made our very first attempts at fly fishing. As the fishing instructor described the techniques and optimal conditions to successfully catch a fish, I realized that fly…

Meeting Your Client Where They Need to be Met

“Where do we need to be to win the business?”  I am not sure what book this phrase comes from or its origin, and yet you still hear it very often in a sales environment.  This question is so wrong on so many levels.  Not only because is it 2016 and we are digging for water on Mars, but because…

Remember: Pigs Get Fat, Hogs Get Slaughtered

In the work I do with sales teams, I’m asked sometimes to give insight as to why particular sales opportunities go south. Recently, someone shared a situation with me that reminded me of that old saying, “Pigs get fat, hogs get slaughtered.” Or, for our international audience, “don’t take on more than you can reasonably handle!” When clients share with…

Creating and Capturing Value – Balance the Scales

  I’ve talked a lot in this space, and in the coaching and consulting I do, about the importance of creating value with clients and colleagues – understanding what their goals, challenges and needs are, and then proposing a solution that will achieve those goals, solve those challenges, and meet those needs. As important as it is to create value,…

Assess, Adjust, Align – Time for a Business Review

At some point during the year every business goes through a “planning process” where they talk about budget, people and plans for the following year. For most businesses on a calendar year cycle these conversations are taking place now, during the months of August and September. Why is this important to know? Because this is a perfect time for you…

If You Want to Get More, You’ve Got to Get Better

In any given week I talk with and coach a lot of sales professionals. And the phrase I keep hearing is: “I want to get more.” More clients. More recognition. More money. Here’s my response: If you want to get more, you’ve got to get better. Your ability to EARN is directly tied to your ability to LEARN. Ensuring future…

Defining & Clarifying the Customer Value Proposition

It drives me a little sideways when I hear a VP of Sales or Marketing asking their people, “What is our customer value proposition?”  And when I listen to marketers and sales people discussing the “customer value proposition” for their product or service,  I have to ask the question, “value according to whom?”  Is the value you’re describing based on…