Jose Palomino

From the category archives:

Sales

Yacht shows cater to some of the wealthiest clientele on the planet, from the royalty of Monaco to business magnates in California. Yachts — and boats in general — are products with extremely strong

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Image Credit: SoloNews Apple’s announcement for the new iPhone 7 came with a number of changes, including scrapping the physical home button, the return of the 3G-esque glossy finish, waterproofing, and

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Image Credit: Womenoftheword.net Failure Vision When thinking about a new venture or new project, it is natural that we start with the end in mind. It certainly makes sense to have a vision for what success looks like; defining what the

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Throughout the years, mustard has become a very popular condiment. It’s low calorie, flavorful, and most of all, cheap. As for me, I generally think of it as a barbecue staple ranging from yellow to spicy. But the last time I went to the grocery store, I came across a whole new world of the […]

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cheap McDonalds burger cost option

Your customer wants to know the financial impact that your offering will have on their business– but don’t think you can just slap a price sticker on your product and call it a day. A price sticker, or even a thorough and well presented proposal, isn’t a conversation.

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Image Credit: Wikipedia Out of the Five Pivotal Sales Conversations, we discovered that most sales teams neglect what is perhaps the most important conversation that leading sales experts identify as critical for closing B2B deals. If your sales team is not equipped to address the concerns of your prospects — if they cannot mitigate risk […]

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In order to have an even sharper grasp on the real world implications of this topic, I’ve been talking to sales leadership at some very interesting and diverse companies—all to learn what they had to say about the current state of sales and how important the right messaging was to their success.

That’s where Lisa Ginther Huh comes in. Lisa is the Group Manager of Sales Enablement at Avanade. Here’s what she had to say.

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At some point, you have to frame your offering financially – not just in and of itself, but in comparison to your competitors. Nothing exists in a vacuum. You have to be able to explain the financial differentiation competitively when you’re asked – whether your offering is premium or the low-cost option. It is a conversation that requires very specific (and I mean nit-picky) attention.

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