Category Archives: Value

Six Signs of Real Solution Selling

The  concept of solution selling has become devalued to the point where everybody is ‘selling solutions’. See Private Eye (www.private-eye.co.uk)  for some of the most extreme and ridiculous examples. In our work we have found bringing clarity to clients’ value propositions in relation to how they view solutions is hugely beneficial in making their sales… Read More »

Laminated Or Live?

We often visit organisations with clearly articulated values. They’re easy to spot, they have posters with the values on in reception, and often employees each have a handy little credit card sized version of them to carry around. Some even wear their security passes on values embossed lanyards. We occasionally visit organisations with a well… Read More »

The Management Value Add

How much do your managers add-value as managers and how much do they try to add value by doing work that others should be doing? Recently this question was asked unrhetorically in a customer organisation and the answers were very revealing: Many managers were spending between 20% and 30% of their time checking, chasing, covering… Read More »