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Tag Archives: value based selling

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What is the true value of good marketing and sales?

UncategorizedBy Steve CrepeauMarch 29, 2015Leave a comment

Have you ever heard start-ups or entrepreneurs claim that they can’t afford to pay for marketing and sales? They’ll “make it up to you” on the back end with a high commission payout. Yet these same entrepreneurs will invest hundreds of thousands of dollars in their time and money in building a product and then…

Sales Differentiation-are you perceived the way that you think you are?

UncategorizedBy HamachekMarch 29, 2015Leave a comment

What is sales differentiation and how does it differ from product or market differentiation? Sales differentiation is the way that you engage with the prospective customer during and after the sales cycle that distinguishes you from the competition and solution to the customer’s needs alternatives. It is what allows you to build stronger and more…

Anachronistic selling-the Jim Dayton story

UncategorizedBy HamachekMarch 29, 2015Leave a comment

There was a time when most enterprise sales reps had liberal expense accounts to take C-level execs to expensive dinners accompanied by the costliest wine offered.  I’m not suggesting that “breaking bread” with customers is a bad thing, because it can be a really positive way to open up the relationship and learn more about…

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