Sales-manager

Beware of Silos and Fiefdoms

General Motors’ ignition switch problems that apparently led to several reported deaths have received a lot of publicity of late. The problems were reported to low levels of management as…

The-Limits-of--Value-Propositions

The Limits of Value Propositions

Value propositions are unquestionably important in B2B sales, especially for large, complex, or intangible offerings. Some suggest a value proposition is the key component of successful sales. And most would…