The biggest difference between selling ‘things’ and intangible services is the pivotal role of trust. Trust is even more critical to selling intangible services than it is to selling things.…
The Limits of Value Propositions
Value propositions are unquestionably important in B2B sales, especially for large, complex, or intangible offerings. Some suggest a value proposition is the key component of successful sales. And most would…
Increasing Trust in Organisations
I was grocery shopping recently. It was midday and hot outside – and I was in the checkout line. The cashier had started sliding my purchases through the register, when suddenly I noticed a…
Selling to Mr. Spock
Nowhere am I so desperately needed as among a shipload of illogical humans. – Spock in ‘I, Mudd’ Star Trek’s iconic Mr. Spock was half-Vulcan, half-human. It’s the former we…