Bridging the Value Gap
My latest article is up on the Salesopedia.com website and deals with maybe the most important sales topic in this economy – Differentiating Value. This recession is driving most decisions to price with the expectation of neutralizing value. For sales people and CRO’s, this is a dangerous combination. Here’s the rule from the article:
If you are not clear about what makes you worth more, you will always compete on price.
The article provides a cursory explanation of how to define your Differentiating Value. For a more in-depth study, please consider Sales Revenue System 2.0 and the new, accompanying workbook in the CRO store.
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Carl Moe is the founder of CRO Success, an organization dedicated to developing and delivering the tools, processes and systems CRO’s need to succeed. Moe specializes in helping restructure revenue systems for sustainable growth and optimized performance.
