Sales

Newsletter: Pricing to Value

Our September/October 2016 newsletter explores different aspects of the challenge pricing to value: setting the price of your product based on the value that it offers a prospect.  

Q: How Can I Maximize ROI and Minimize Risk?

You can only capture a share of the value that you create if you want to create a sustainable business. While you need to assess the likely return on investment from your efforts and your probability of success, you also need to look at any deal from the other side of the table. It’s as …

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When You Are No Longer The Smartest Person In The Room

You may have been the smartest person in the room for a long time, but getting into a room with a customer changes that because a key knowledge domain of interest is the customer’s situation and needs. Here are some suggestions for how to keep learning instead of acting like the smartest person in the …

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How To Test Your Leap To A Solution

In your early customer discovery conversations to assess demand for a new offering a wide range of customer needs and symptoms can trigger a leap to a solution, which just happens to be yours. Guard against this by probing to understand the root problem–have at least three questions that allow you to dig out the …

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Abigail Miller on Great Demo Workshop Benefits

After every Great Demo! workshop we follow up with every participant to learn What results have you observed from applying the Great Demo! method so far? Do you have any success stories to report or share? Are there any questions you’d like to have addressed regarding the methods or concepts?  Have you encountered situations where …

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Early Sales Efforts Foster Value Co-Creation

Two key tasks we help early stage teams with are preparing for and executing successful negotiations of complex long-term business relationships. These early sales efforts must foster value co-creation with customers because both parties understanding of requirements will continue to evolve as the product is deployed and gains wider use.

Esther Derby’s Six Rules for Change

Esther Derby (@estherderby) presented “Six Rules for Change” at LeanWX NYC 2015 “The Design of Purposeful Work” Congruence. Honor what is valuable about the past and what is working now. Assess the current situation and system. Ascertain who is trusted and who people turn to for advice, and weave them into your network. Guide the …

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