We’ve been working on this value topic because it is the single, most important aspect of any sales position. A company that lacks a value proposition is destined to stumble through the market while being commoditized on price. I saw this effect 6 years ago when doing sales calls in the field with a company’s reps. After spending a couple days in a couple different cities, it became clear that they had to value proposition to offer the market. This absence of value led to one consistent outcome – they had to compete on price. Granted, some companies are positioned to compete in this format. The company I was working… Read More
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