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Discount Damage
In competitive markets, price focused customers push for discounts. As a sales Professional your job is to close deals, but how much extra do you really need to sell to compensate lost gross margin when discounting? The motivation for any profit driven business is net value. Net value is the amount of cash you have Read more
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Presentation preparations – and I found…
Delivering presentations without getting the audience to fall asleep are about preparation, having a story to tell and some skills. I love searching for details, facts and other tidbits I can use in my presentations. While searching I came across a great piece of video I would like to share! Some of the things I Read more
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New sounds to the sadness – Wake Owl’s “Gold”
It was long overdue. And having friends over for dinner was the perfect excuse. I needed to update my playlist – Love & Lost Love. This time, I added four tracks; I And I Love And You (The Avett Brothers) When The Stars Go Blue (Ryan Adams) Gold (Wake Owl) What Is Love? (Never Shout Read more
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Customer Value Proposition? So what?!!
Does your marketing and sales collateral work well? Do they present an understandable value proposition to your potential customer? Unfortunately most companies offer weak and worthless value propositions – if anyone at all. I spent (read; wasted) a couple of hours looking at websites, marketing materials and sales documentation. All of it intended to generate Read more
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Big Hairy Goal Update #1
It is time for an update to my Big Hairy Audacious Goals for 2013. What are your goals? Almost three weeks back I posted my BHAG for 2013, which can be seen as my stretch targets! It has been hectic over the last weeks, but still I feel I have been doing well and it’s Read more
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