Sales Channels

I’m having an interesting discussion with a company that I thought would be useful to share with the small business community, as it has to do with sales channels. I personally am channel “agnostic” and simply want to ensure the best channel(s) are implemented based on business needs. However,...

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Value Based Sales

I’m often asked: “What exactly is Value Based Selling, and is it like SPIN, Sandler or any other ‘system’?” The simple answer is “no.” Value Based Selling, or VBS, is more of a strategy/philosophy than a system or a process. The challenge with systems is that every customer and...

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