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A “Risky” Conversation

Through our extensive research and experience, we’ve come to narrow down the many conversations salespeople have in their sales cycle. They boil down to five pivotal categories — conversations every salesperson needs in order to close a complex sales deal (there are...

Why Your Reps Aren’t Closing

For the last few months, my team and I have been working diligently on my forthcoming book, Pivotal Conversations. The book delves into and describes the messaging framework we’ve developed for sales teams and sales management. We’ve been looking at the powerful and...