When the Value Proposition Gets Fuzzy

I was recently proposing a training class for a large manufacturer.  My main point of contact wanted the training and had money approved for it. However, they required a certain multiplier as a return on investment(ROI).  Is this an ROI sale?  No, it’s a competitive advantage sale – training is almost always a competitive advantage […]

White Board Correction!

I was somewhat embarrassed when one my long time friends and business associates contacted me last night to comment on yesterday’s white board post.  “I never use Power Point”, was his first comment…and I know he closes some very big deals.  But his second comment was a correction, and he’s absolutely right!  “Your competition will […]