{"id":1310,"date":"2007-11-28T08:48:21","date_gmt":"2007-11-28T14:48:21","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/11\/know-your-value\/"},"modified":"2007-11-28T08:27:56","modified_gmt":"2007-11-28T14:27:56","slug":"know-your-value","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2007\/11\/know-your-value\/","title":{"rendered":"Know Your Value"},"content":{"rendered":"<p>I was meeting with a VP of Sales yesterday discussing the onramping program for the new salesperson we found for them.\u00a0 He brought up a good point in that his new salesperson was spending time researching their competition.\u00a0 Unfortunately, they are in a commoditized market with many &#8211; <em>many<\/em> &#8211; competitors.\u00a0 The VP told the salesperson that there are too many competitors to research since they do not have a specific, common competitor.<\/p>\n<p>This led to a discussion that I heard regarding federal authorities and counterfeit money (<a target=\"_blank\" href=\"http:\/\/selectmetrix.com\/blogs\/2007\/11\/supplemental-income\/\">a common topic this morning<\/a>).\u00a0 There are far too many counterfeiters with different techniques to know all of the scams.\u00a0 So instead, the feds train their people to know all of the specific markers of <em>genuine<\/em> currency.\u00a0 The point is that if you know what constitutes the real bills you will be able to spot any fake currency.<\/p>\n<p>My point is that salespeople in highly competitive markets need to know their value proposition in the market.\u00a0 The salespeople will be more effective if they know what they bring to the market that is distinct and valuable.\u00a0 If they know that value, they can put it in play against any competitor.\u00a0 THAT information is worth far more than any competitive information they will gather through online research.<\/p>\n<p>If you have salespeople with a strong <a target=\"_blank\" href=\"http:\/\/www.selectmetrix.com\/Assessing_Motivations\/Theoretical.html\">Theoretical motivation<\/a>, you will want to monitor this aspect of their prospecting.\u00a0 Do not let them get wrapped up in detailed analysis at the expense of actual prospecting.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>I was meeting with a VP of Sales yesterday discussing the onramping program for the new salesperson we found for them.\u00a0 He brought up a good point in that his new salesperson was spending time researching their competition.\u00a0 Unfortunately, they are in a commoditized market with many &#8211; many &#8211; competitors.\u00a0 The VP told the salesperson that there are too many competitors to research since they do not have a specific, common competitor. This led to a discussion that I heard regarding federal authorities and counterfeit money (a common topic this morning).\u00a0 There are far too many counterfeiters with different techniques to know all of the scams.\u00a0 So instead, the&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2007\/11\/know-your-value\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[4,9],"tags":[86,1750,85,84],"class_list":["post-1310","post","type-post","status-publish","format-standard","hentry","category-sales-management","category-sales-techniques","tag-marginal-value","tag-sales-management","tag-value-engine","tag-value-proposition"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-l8","jetpack-related-posts":[{"id":943,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/05\/overcoming-objections\/","url_meta":{"origin":1310,"position":0},"title":"Overcoming Objections","author":"Derrick Moe","date":"May 22, 2007","format":false,"excerpt":"Objections are the common hurdle to all sales in all markets.\u00a0 As a sales manager, you need to be able to coach your salespeople through the common objections they will encounter.\u00a0 ManageSmarter.com offers this article -\u00a0Sales Objections Overruled - as a quick read for handling 5 different objections. I wouldn't\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/05\/windowslivewriterovercomingobjections-bc70stop-sign5.jpg?resize=350%2C200","width":350,"height":200},"classes":[]},{"id":238,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/08\/know-your-competition\/","url_meta":{"origin":1310,"position":1},"title":"Know Your Competition","author":"Derrick Moe","date":"August 18, 2006","format":false,"excerpt":"Just over 10 years ago, I was a Regional Sales Manager for a high-tech company in a competitive market. There were 5 major players in this market and each of us incorporated different technology in our capital equipment. The Internet was a fledgling concept in the business world at the\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":970,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/06\/sales-is-more-than-5-things\/","url_meta":{"origin":1310,"position":2},"title":"Sales Is More Than 5 Things","author":"Derrick Moe","date":"June 1, 2007","format":false,"excerpt":"Top five traits you gotta have to sell! The top five traits of a successful salesperson! Discover the 5 key behaviors of sales superstars! You have probably seen these amazing statements across the web.\u00a0 Isn't it interesting how \"5\" seems to be the magic number for sales traits, behaviors or\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1771,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/10\/price-perception\/","url_meta":{"origin":1310,"position":3},"title":"Price Perception","author":"Derrick Moe","date":"October 30, 2008","format":false,"excerpt":"I have seen the price issue play out among many salespeople and there seems to be one simple, philosophical difference between those who close high margins deals and those who are serial discounters.\u00a0 The key difference is understanding that pricing is based off what the buyer will pay for the\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1125,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/08\/manage-the-leading-sales-indicators\/","url_meta":{"origin":1310,"position":4},"title":"Manage The Leading Sales Indicators","author":"Derrick Moe","date":"August 10, 2007","format":false,"excerpt":"I've been talking to numerous prospects and existing customers this week about onramping salespeople.\u00a0 This topic is germane to every company that employs salespeople. The discussions I had this week have all involved a common thread - managing the trailing indicators.\u00a0 Revenue, customers, pipeline, etc.\u00a0 The sales managers in these\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/08\/windowslivewritermanagetheleadingsalesindicators-a244speedometer.jpg?resize=350%2C200","width":350,"height":200},"classes":[]},{"id":724,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/03\/cold-calling-numbers-game\/","url_meta":{"origin":1310,"position":5},"title":"Cold-Calling Numbers Game","author":"Derrick Moe","date":"March 6, 2007","format":false,"excerpt":"Is it me or is the saying \"it's a numbers game\" an overly-simplistic statement regarding a grossly inefficient tactic?\u00a0 Weight lifting is a numbers game.\u00a0 Sales and marketing is not.\u00a0 Some instances where this statement is\u00a0applied: cold-calling networking job searching mailers invitations I'm sure there are other examples but those\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1310","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1310"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1310\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1310"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1310"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1310"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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