Why Your Value-Prop is Critical to Prospecting & How to Create It It doesn’t matter whether we’re in inbound or outbound, the goal of our effort is exactly the same. And that’s to have a conversation with a qualified prospect. The only...
5 Questions For Tailoring Your Value Prop to Each Customer We have been covering the six elements of sales encounter planning. Regardless of the methodology or tools you use to plan each sales encounter, you should cover these six elements: Research Value Proposition...
Why Should Your Client Spend Even One Minute With You? Why should this customer meet with you? Can you answer that question? “Why should this client meet with me?” is the first of theThree Magic Pre-call Questions. The question gets right to the core of...
