Last week I talked about the opportunities that are present to create real value in the sales process. I shared the idea that when you’re selling well, it shouldn’t feel like selling – to you or your customer. While last week’s post highlighted the importance of helping the customer better understand their problems, the causes of those problems and the cost of the problem, Today, I’m going to focus on the second half of the design phase. Collaboration & Value Creation When the problem is...
