DateTime Object ( [date] => 2022-05-28 05:14:50.921508 [timezone_type] => 3 [timezone] => UTC )
  • VC 2-036 Jerry Gowen talks about selling value -- understanding your customer

    Jerry Gowen is a former colleague...and one of the best salespeople I ever worked with. We'll be having a whole series of conversations together. In this first conversation, we talk about selling value, but I tried to steer the conversation to that foundational skill: understanding your customer, their world, and their business. Part of what makes Jerry a great seller is that he's also an old-school renaissance man: he reads widely and deeply on multiple topics.

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    DateTime Object ( [date] => 2022-05-28 05:14:51.131268 [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