The Absence Of Value

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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