There are lots of resources, conversations, and challenges out there about the “value” of a value proposition. It makes you wonder, given that the buyers have pretty much hijacked the sales process, do we really even need value props anymore? Or should we be focusing on delivering “insights” to a prospect instead, as some experts […]

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While it may seem late to the game to be talking about New Year’s resolutions in February, I believe that selecting a really strong one is worth investing some additional time.  I typically take the month of January to really think through what I want to accomplish in the coming year, and reflect upon how […]

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Many value propositions suffer from some key issues that can have both an impact on how they are perceived, and which can cause your buyers to yawn and move on.  Earlier in my career, as product manager, a director of marketing, as well as leading a sales team, I have spent a lot of time […]

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As the B2B sales process becomes ever more complex, marketers are working overtime creating new and (hopefully) more compelling value propositions. But are your sales people really equipped to deliver them? Read More….

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As sales people, do we ever feel that the messaging we get from marketing doesn’t quite have the punch that we need to have a really great sales conversation?   If you’re from sales, the typical answer is YES!  If you’re from marketing, the challenge and frustration is that the messaging is created after making sure […]

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As B2B selling gets more complex by the day, and buyers move through their purchasing process, on their own, until much later in the game, the need to make sure that sales people are well-prepared to deliver the value proposition to prospects has become even more important. But have you considered HOW you plan to […]

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  We are told not to “sell,” per se, on social media.  What we are supposed to do is use it as a means of influencing, educating, informing and broadening the conversation. Please read my recent blog post on this topic on Tech Target’s Mktr2Mktr page.

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  Please check out my new blog post regarding the importance of reading your writing aloud before putting it front of your customer’s eyes, recently posted on Pipeliner CRM’s blog.

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If you haven’t yet put together your summer reading list (and no, I haven’t either!) – here is a list of great reads that will help you gain new skills, refocus your efforts, and PLUG YOU IN to the strategies, tools and tactics you need to make 2015 your most successful year.  I am lucky […]

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If you had to draw an image of your company’s value proposition, what would it look like? I just read an interesting article in the Harvard Business Review that connected the “pitch” with cartoons – which I think is really interesting. In Draw Your Elevator Pitch, the authors make a key point which is that images […]

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