Paul delves into the difficult challenge of competing on value against large, multi-faceted entities.

Show Notes 

“Stretch the time horizon to emphasize your long-term value.” Get procurement past the transaction and into the end-to-end experience.

“Enlarge the conversation beyond price.”

Emphasize how your solution impacts the customer—the outcomes it will help them achieve.

Be sure you are talking to the right decision maker!

Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge!

Pre-order your copy of Selling Through Tough Times from Amazon or Barnes & Noble!

Click here to purchase the latest edition of Value-Added Selling!

Thanks to our production team at The Creative Impostor Studios! Click here to book a complimentary consultation with Strategist and Producer, Andrea Klunder, to find out how to launch, produce, and grow your company's podcast.

***

Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered.

Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend.

And most importantly...make it a big day.