Video: Is Your Product Really a Commodity?

Posted by Adele Mclean on Oct 30, 2019 5:30:00 AM

Is your product a commodity? Is it really? Or, do your customers cry commodity during negotiations to get you to decrease your price? Watch the video below and listen as Adele McLean talks about how you can get out from under this tough negotiation tactic and avoid the commodity trap.

Adele McLean - Are you really a commodity 10.28.19
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Topics: value, sales, procurement

Only your prospect knows...

Posted by Alicia Shevetone on Oct 17, 2019 5:30:00 AM

The Buyer-Seller Gap is getting its share of press these days. Even HBR is in on the fun, having tabulated seven daunting reasons why salespeople can’t close the deal. It gets worse: only about 55% of us make quota. I wonder if accountants are as bombarded with data about how badly they perform.

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Topics: Selling with Backbone, actionable insights, value, sales, value selling

Wayward Sales Veteran Comes Clean

Posted by Alicia Shevetone on Jul 16, 2019 12:30:00 PM

How many blog posts have you read that start with something like, “As a 20-year sales veteran, I’ve experienced …blah…blah…blah”?  It’s amusing how sellers use tenure as a crutch for complacency. It sounds reasonable though, right? Why shouldn’t my performance speak for itself? 

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Topics: Negotiating with Backbone, value, sales