A recent CSO Insights study revealed that only 14% of the value propositions salespeople present are relevant enough to get the customer to take action. In other words, most of the time (86% percent of the time, in fact), their sales messaging is going in one ear and out the other. It’s irrelevant. Think about the last 10 sales presentations you sat through. How much did you remember from each one? How many of them … [Continue reading]