Are You Selling Value Proposition or Cost Benefit?

Sally recently learned the difference between value proposition and cost benefit when one of her dance students did not return this fall. Jenny had been studying at her school for two years and was ready for a more advanced level. Sally told Jenny’s mother the exciting news and penciled her in the schedule after their conversation. But Jenny dropped out. … [Read more...]

How I Closed the Biggest Deal of My Life

27 years ago today, after a long, complex sales cycle, I closed the biggest, most important deal of my life. When the deal was negotiated, the buyer chose to make the acquisition. I never asked for the order; not once. … [Read more...]

Do You Really Give a Shit About Your Customers?

Do you care how they feel or how they are? Do you care about their future? … [Read more...]

I Want a Sales Force of Derek Jeters

Queuing up the Yankee ballgame on my iPhone, in hopes of seeing Derek Jeter hit number 3,000, evoked childhood memories of my very first mobile device. My father cashed in wrappers from the countless cigars he smoked to give me the most popular electronic communication device in history. I was 8 or 9 years old when he called me into the living room to watch him set it up. He opened the back and … [Read more...]

Google+ Plus Uses The Studio 54 Effect

Studio 54’s Steven Rubell’s exclusive hand selection of guests from the waiting throngs was an old marketing ploy that he made it famous. First in were high-profile celebrities like Michael Jackson, Mick Jagger, Halston, Mikhail Baryshnikov, and Salvador Dali. If you were lucky enough to win the beautiful people lottery and make the second round, it was a claim to fame. The unlucky hundreds or … [Read more...]