Managing Customer Value
Sales involve understanding how your products/services affect customer outcomes while building a sales strategy to establish how this value is recognized. This requires understanding customer needs and how your product or service can address those needs. It also means clearly understanding your “value proposition” – what makes your product or service unique and valuable to Read More …
The Interaction Field: The Revolutionary New Way to Create Shared Value for Businesses, Customers, and Society, Public Affairs (September 15, 2020) by Erich Joachimsthaler was a book I read several years ago and just recently opened back up for review. Instead of re-reading the material, I took a stab at writing an outlined based on Read More …
There’s a traditional assumption that sales is all about telling. Inquiry as a framework for sales leadership starts by challenging that assumption. If you look at the best research on effective communication, listening is the most effective way to influence people. And yet most sales training programs have nothing to say about listening. Top-performing sales Read More …
Designing Sales Inquiries is about creating opportunities for salespeople to work with customers through content in practical ways initiated and sustained by questions, structured through tasks, and enabled with resources. The beginning of the Sales Inquiry starts with finding a content angle as represented in our existing capabilities is a vital first step. We rely Read More …