Partners in Excellence

OCTOBER 17, 2022

Recently, I read a pretty old article in HBR: Business Marketing: Understanding What Customers Value. It presents what all of us, at the time, focused on in our value positioning/creation. We have always focused on this as our value proposition. We have always focused on this as our value proposition.

Price 62

Price Process Presentation Customers 62

Partners in Excellence

SEPTEMBER 2, 2021

As sales and marketing people, the concept of “Value Proposition” has become fundamental in our positioning in our markets and with our customers. But value propositions have become almost another feature we talk about in pitching our products and company. A few years ago, I was asked to do a keynote on Value Propositions.

Pitch 107

Pitch Growth Customers Networking 107

Partners in Excellence

DECEMBER 13, 2022

Sellers know that value creation and realization are critical in engaging our customers. Value creation is a fundamental in our work with our customers. But what about the value we create within our own organizations? What value are we creating with our people? We have to incite them to change.

Pitch 73

Pitch Sales Conversion Customers 73

Sales Hacker

DECEMBER 1, 2020

Who is Jake Sorofman and what is MetaCX?[2:00]. Building and leveraging a differentiated brand as a growth amplifier [22:29]. Sam Jacobs: On today’s show, Jake Sorofman joins us as our guest. Who is Jake Sorofman and what is MetaCX?[2:00]. So in your words, what is MetaCX? What do you all do?

Growth 63

Growth Contract Pipeline B2B 63

Sales Hacker

SEPTEMBER 8, 2020

Who is Jeff Winters and what is Sapper Consulting? [02:00]. Ways to use technology to help you sound less automated [26:01]. It’s not that easy, but Sapper Consulting has built REGIE to keep the promise of sales enablement alive and keep your team doing what they do best, which is winning. We’re on iTunes. And on Stitcher.

Meeting 71

Meeting Consult Start-ups Campaign 71

SaaStr

JANUARY 17, 2020

Ep: 299: Yousuf Khan is the Chief Information Officer @ Automation Anywhere, the only web-based and cloud-native RPA platform. What are the biggest green lights for CIOs when startups are pitching them? What makes for the best buyer experience for the CIO? What are the biggest red flags CIOs see when startups are pitching them?

Pitch 53

Pitch Contract Objectives and Key Results Negotiate 53

Sales Hacker

MARCH 2, 2020

So what are the best sales books for helping you reach peak performance? There are only about 10–15 books in each discipline, so you can easily read up on the books you’re likely to need or want. Sales Differentiation. Exactly What to Say. And for leveling up your sales skills, nothing beats a good sales book. Simplified.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141