Category Archives: Value Proposition




Death of a Salesman – Fact or Fiction?

No, this isn’t an article about Arthur Miller’s Pulitzer Prize winning play about Willy Loman. Instead, I want to address one of the three big myths that were debunked at the recent SiriusDecisions Sales and Marketing Summit last week in Nashville. They reported that popular metrics indicate that buyers are 57% of the way through their purchase process before they engage a sales rep. They…

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Sirius Decisions Interview – From Pitching Products to Selling Value

I discovered this article from a discussion thread on LinkedIn, hosted by Tom Pisello: the roi guy and chairman and founder of Alinean ( and was so impressed with the quality and relevance of this content that I wanted to re-blog it. So my readers, I hope that you get as much out of this as I did.   Recently we had the pleasure of…

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