DateTime Object ( [date] => 2022-05-27 19:47:47.930286 [timezone_type] => 3 [timezone] => UTC )
  • VC 3-006 Jerry Gowen and a story about dealing with "value engineering"

    Repeat guest Jerry Gowen is back. This time, he's telling a story about how he dealt with a common sales situation: being called upon to assist a customer in "value engineering"....often a fig leaf for "grinding you for a price reduction". In this case, there was actually an opportunity for engineering cost out of a product, but only after winning a piece of business that his company had failed to win for seventeen years.

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    DateTime Object ( [date] => 2022-05-27 19:47:48.137947 [timezone_type] => 3 [timezone] => UTC )


Customer-perceived value drives all commercial activity, from deciding to click a link, to accepting a requested sales appointment, all the way to the final buying... Read More