Embrace the Tension

By now, you can see that your value-based conversation with customers is going to be very different from what you might be used to. You can already feel the knot developing in your stomach as you begin to imagine how uncomfortable this could get. There’s no way...

How to Sell The Problem Product

Bookings review meetings have been jammed with stories of how you’re getting slaughtered by the competition.  You’re pushing sales to get back in there and fight, but you know in your heart that the product’s got problems.  For whatever reason,...