Edison on Selling

Value is a Relative Term

2009-10-04T19:26:00.001-07:00

Customers, like salespeople, are not all the same. They don't value offerings identically. Some customers don't look past the product itself for value. Others see past the product, and add to their calculation consultative services that salespeople might offer. And then there are those few customers that see value from strategic relationships. This varied view of value complicates the salesperson's ability to deliver Customer Perceived Value.

2009-10-03T19:38:00.001-07:00

The Value-Adding Sales Force:
Let me know how you or someone you know adds value.

How many ways does the professional B2B salesperson add value?

2009-10-03T19:29:00.000-07:00

For years the view of the best salespeople was that their value came primarily from their communications, relationship and persuasion skills. A variety of forces require the modern sales force to be consultants...to find ways to add value themselves (in addition to the firm's offering). I am interested in investigating the variety of ways salespeople themselves perceive the way they add value.