October 2020

September 2020

What is Value? Pt.2

What is value – the customer’s point of view.Last week’s blog touched on what value is from the seller’s perspective. This week is a follow up on the more complex buyer-side value. You may be wondering why buyer side value is more complex and difficult to understand. There are…

What is Value?

Value – what does it mean?While I didn’t realize it at the time, I started practicing value-based sales long before I knew what it was. I was formally trained on value-based sales and pricing in 2008, and I have been training and coaching it ever since.When I conduct a…

Trade War

[This is an opinion piece. While all statements are factual, the conclusions are the author’s opinion.]I was recently asked for my thoughts on the trade war with China as if it were a recent development. The only recent development is that we (the US) finally realize there is a…

July 2020