Our products and solutions are being commoditized by the customer whether we like it or not. In Sales, we can and should keep fighting to differentiate ourselves through our solution’s value, but it’s how we approach and interact with our clients that will set us up for the big successes. The way we manage the […]
Month: April 2017
How to Differentiate the
You Just Don’t Get It
You just don’t get it. That’s what I wanted to say to a guy this weekend and what I want to say to a lot of people these days. […]
The Budget Objection is Crap
We’ve all heard these phrases way too often: “we don’t have any budget” or “budgets are fixed.” They’re similar to the “it’s not you it’s me” line which, unfortunately, I also heard too often in my earlier years. That said, all of them are crap. […]