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How to develop your value propositions

What does value mean? When addressing this fundamental question I first thought about its relationship to money which got me thinking about when money was invented and who invented it. Internet to the rescue… What is money? Money means different things to different...

How to convert your value propositions into sales propositions

In ‘How to develop value propositions’ we learned how to analyse what we have for our customers and the envisaged benefits for different decision-makers and influencers. This documents the ‘theory’ of why our customers should buy from us, whereas our sales...

How good questioning leads to great sales

First, a short and true story… I accompanied one of our client’s Account Managers (“one of our best guys – great at managing relationships”, according to the Sales Director) on his first visit to a customer just inherited from a departing colleague. Our client...

Managing your sales risk

Mike O’Riordan is a Chartered Certified Accountant with a 26-year track record of success in sales and marketing in the IT services industry.  Mike has served on the Board of many major UK corporations including Sperry, Unisys and Acorn Computers.  With that...

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