Tag: value

Value-Based Prospecting

Prospecting is the act of filling a salesperson’s workload.  Salespeople can only work on so many deals at a time.  When they have open time,

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Training Salespeople

Here is a question that came to me on LinkedIn regarding training salespeople. Hi Mark, I’m reading your new book Selling Value, and I truly

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Discovered Value

Discovered Value

Learn what key factors you should enhance in terms of discovered value to have a bigger chance of making more deals at higher prices.

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The Power of Economic Value

The Power of Economic Value

Customers’ willingness to pay is always a function of their perception of value.  Always! The problem is value is such an ambiguous concept.  How much

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