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value

Building a Strategic Sales Plan

  A few years back, I did a lot of talking about salespeople thinking like marketers. Somewhere I dubbed it the strategic salesman or something of the sort. As I was flipping through my notes this morning, I came across some ideas I had about this concept from about 2 years ago and thought I […]
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Real value exists in impact

  When we think of a strategy, we are often thinking about our ability to gain market share. But do we really think enough about why a strategy is important to the person on the other end of the equation, the customer? Many of us do, but only from the point of view of what […]
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What is Value Built On?

  All value is based on perception. I was listening to Seth Godin’s podcast, Akimbo, this morning and one of the questions talked about not being able to sell something that didn’t have tangible value. Which is false. Every purchase we make and every sale that is made isn’t built on real value, but the […]
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Expressing Tangible Value In Your Marketing

  Our marketing comes down to an expression of value. There are two main ways of expressing value to your clients and prospects, tangible value and intangible value. Tangible is physical or measurable. Intangible is often not physical and not something that you can quantify. How do we express value in a tangible way? Here […]
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Are You Making High Impact Selling Decisions?

A brand I’ve been playing with lately is “High Impact.” I’ve got a few “High Impact” strategy workshops in the works including a “High Impact Selling” workshop that I am working on putting together in London in March. That said, I have a question for you: “Are you making high impact selling decisions?” How can […]
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