Meeting Your Customers’ Value Metrics
A self-confession: it's hard to fix my own inadequate approach to having value conversations with clients.
Why B2B Salespeople Love Value Propositions – But Shouldn’t
Selling without emotion doesn't work; but many B2B salespeople opt for value propositions, because they allow sellers to avoid emotional connection.
Why Value Propositions are Overrated
The usual B2B idea of a value proposition is rooted in economics; but psychology is more relevant.