As sales and marketing people, the concept of “Value Proposition” has become fundamental in our positioning in our markets and with our customers.
After more than 25 years as an expert on referral sales, I’m still asked exactly the same referral selling questions today. (Maybe even more frequently than before.) I’m going to answer them right now.
We focus a lot of our sales enablement and related efforts on making our products and services easier to sell. We provide training, tools, coaching, support to our sales people. We want them to master everything about our products and solutions so they can easily sell them
Not so long ago, before the Internet became a force of nature in the beginning of the 21st century, sales and marketing departments dictated the flow of information.