What Are You Really Selling

When I ask this question of large groups, people know it is a trick question, but still default to common answers. Very naturally, our instinctive response is to think immediately of our specific products or services. The most common answers I get are that we are selling Solutions or Value,…

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Do you really have a Value Proposition?

The term Value Proposition may be the most over used and misunderstood business phrase since Partner. Organizations often use Value to describe generic, unproven statements about their product or service that could also describe any of their competitors. If you are curious about how your organization views and is aligned…

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