Tag Archives: sales
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 […]
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 […]
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