One of our clients’ clients (the CIO of a Fortune 1000) recently came up to me after a meeting at a business association we’re both involved in. He had just met with his vendor (our client) over lunch and was impressed with the new way they were telling their story. What stood out to him the most? The simple little diagram they drew for him in the restaurant. It summarized their network infrastructure challenges with … [Continue reading]
Why 86% of value propositions don’t work
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]
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