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How would you change how you sell when you are selling sand? When your product is not different than the product your competitor sells, how do you set yourself apart, maintain your margins, and win business from someone else that's selling exactly the same product? Read More

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We all have them, Questions We're Afraid To Ask.  They're obvious, but we're afraid to ask them.  Will we offend the customer?  Will they make us look Read More

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Being stumped on truly difficult issues and working with the customer to solve them is a blessing. It changes both the customer and us. We innovate, we create, we grow, we learn -- together. We collaborate, creating solutions we couldn't have imagined otherwise. Read More

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Focusing on deal value colors our strategies and focus. However subtly, everything becomes what we get from the deal. But we get nothing unless the buyer gets superior value from our solution and chooses it. So deal value is meaningless unless we understand buyer value. Read More

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There's a great article in the Harvard Business Review, Figure It Out.    Be sure to get a copy of it. The ability to Figure Things Out, is critical for Read More

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Over the past few weeks, I've published a number of posts on pricing, value creation, walking away.  They've stimulated some interesting comments and Read More

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In 1999, Joe Pine published a fascinating book, Mass Customization.  It focused on transforming manufacturing, moving from mass produced products sold to mass Read More

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Customer retention is a critical issue.  Wisdom (and data--thought it's not at my fingertips) says that it costs us less to keep a good customer than to Read More

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We focus entirely too much on pricing. We leave far too much money on the table because we fail to establish business value and tie our pricing to the business value! If you have great business value, if you can create a business case that exceeds any financial hurdles your customer may have (e.g. Read More

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But that's just the starting point. We have to tie this analysis to the strategic initiatives and impact to the organization? We have to engage the CFO's staff. We have to understand the impact on the Balance Sheet, Income Statement, and Cashflow. We have to understand our customer's investment str Read More

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