Once we have defined the exact value of our offering(s), we should next consider the nature of our target buyers. If we do not consider the nature of our target buyers, we will likely [...]

Sales pipelines can be extraordinarily complex and multifaceted. When most businesses think about their pipeline, their first thought is often lead generation i.e. the top of the funnel. Since lead generation is the primary [...]

How do you improve buyers’ lives? Typically, the value your service provides is split into three categories: We make customers’ lives easier. We save customers time. We make customers money. The value proposition is [...]