Tag: Value

Value Selling is Broken

Over the past ten years one of the biggest trends in enterprise sales is the explosive growth of CRM platforms like Salesforce.com. A good CRM platform is the necessary precursor to VALUE SELLING. Value Selling is a fundamentally different approach to sales then traditional feature/function…

Finding Consulting Niches (Part 1)

I spend a lot of time thinking about how to find unique consulting niches to fill as a consultant/entrepreneur. Creating new value for customers is always in demand but often difficult to systematize. Occasionally I come across an interview of an entrepreneur who…