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Value: A Bit LESS About Numbers?
How many digits of Pi do you remember? How many digits of Pi do you use?! The math constant π (Pi) has an
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Perception
We note the presence of something new much more acutely than the absence of something old.
Calculating Value: Numbers You Should Know
Value calculations rely on a number (pun intended!) of constants that every customer-facing vendor player should learn and memorize! Here are a few: Working
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Annualize Your Value Statements!
How is 1 day per week worth 2 FTEs? When communicating value, we need to present the largest reasonable figures. One simple way to
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What is the Calculus of Sales?
Critical Moments! What is the Calculus of Sales (or more accurately, what is the Calculus of Buying)? It is understanding what happens moment by
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Value Statements Need to Align with Job Title
The sales call wasn’t going well! I was watching the prospect’s reaction to the salesperson’s statements… He said, “It looks like you’ll gain $24
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A New Strangely Accurate Forecast and Pipeline Term
LITLOH! What is LITLOH? Living In The Land Of Hope. And if the opportunity rolls over into the next quarter it is Lounging
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Hacer tangibles las cifras monetarias
What can $100 buy? $1,000? $25,000? $1,000,000? It is often hard to associate an amount with a tangible deliverable, and it gets more difficult
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¿Quieres una Demo Horror Story?
(Stop selling when your prospect is ready to buy!) I was doing a demo for a small but important prospect. The CEO
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“Great!” Said the Salesperson…
I can’t tell you how many times I’ve heard vendors exclaim “Great!” in response to a prospect admitting a major pain. It would be
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