Value-Based Prospecting
September 21, 2022
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,
Tag: value
How to Give Salespeople Discount Authority
September 14, 2022
In the last two weeks, I described why you shouldn’t and why you should give the authority to discount prices to salespeople. This week,
Why You SHOULD Give Salespeople Discount Authority
September 7, 2022
Find out all the reasons why you SHOULD give salespeople discount authority in the sales process. This can help increase sales.
Why You Should NOT Give Salespeople Discount Authority
August 31, 2022
Find out all the reasons why you should NOT give salespeople discount authority. Salespeople are the direct contact with your customer.
Qdoba Knows their Buyer’s Decision Journey
August 24, 2022
Discover why you should understand what decision each buyer is making at each point in their buyer’s discovery journey.
Training Salespeople
August 17, 2022
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
Discovered Value
August 10, 2022
Learn what key factors you should enhance in terms of discovered value to have a bigger chance of making more deals at higher prices.
The Power of Economic Value
June 1, 2022
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
Data and/or Value For Decision Making
May 11, 2022
I love data! Executives love having data to help make decisions. As a pricing geek, there is nothing better (almost) than watching an ASP trend go up
Taking the Ambiguity out of Value
May 4, 2022
Learn the 4 types of value, their definitions, and be helpful for you in selling value. This will help taking the ambiguity out of pricing.
