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.
Tag: value
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.
The Value of Selling Value
April 27, 2022
Learn the 4 big benefits to companies and salespeople if they could learn to communicate value to a buyer in a way that increases that buyer’s perceived value.
Selling Value
April 20, 2022
My new book is out! My new book is out! Yes, even though it’s my third, this one just gets me so excited. Please indulge me to
The Value of Teachers vs. Athletes
March 9, 2022
I think we can all agree that a teacher provides more good in the world than a professional athlete. And we know that professional athletes are
Value Propositions vs Value Selling
September 15, 2021
Value propositions are interesting and useful, but they are not value selling. They don’t go deep enough. Typically, a product, product line, or company has a
