![Fundamental Qualities of Growth [Owner Priorities #2]](https://valueprop.com/wp-content/uploads/2018/04/iStock-884650780-1080x675.jpg)
by Jose Palomino | Apr 11, 2018 | Entrepreneurship, Integrating Sales and Marketing, Owner Priorities, Strategy, Tools, Value Proposition
The success of your business doesn’t just rely on your product, your brand, or your marketing strategy. It also relies on you, the owner. It’s your job not only to oversee the everyday operations of your business, but also to take a step back and look at the big... by Jose Palomino | Sep 6, 2016 | B2B, Pivotal Conversations, Sales Process, Tools
Understanding your customer’s Problem State is a key dimension of the Business Conversation, one of the 5 Pivotal Conversations that my team and I (and our clients) believe are key to closing any larger and more complex deal. Done right, professional selling is all... by Jose Palomino | Jun 7, 2016 | B2B, Pivotal Conversations, Tools
The most powerful part of aligning yourself with a potential prospect is communicating your company’s mission and values. You should communicate what your company hopes to achieve by working with the prospect in a simple, concise way. When communicating your mission,... by Jose Palomino | May 17, 2016 | B2B, Pivotal Conversations, Tools
In almost every situation, prospective buyers ask questions like, “What financial impact will your offering have on my company?” Exploring this question with prospects will allow you to better understand their financial targets, threshold, and expectations when making... by Jose Palomino | May 3, 2016 | B2B, Pivotal Conversations, Tools
Ask yourself these questions: Where do I stand in comparison to my competitors? How do my offering’s strengths and weaknesses compare to the competition? The Competitive Conversation is designed to On May 2nd, 2016 Spyglass was a sponsor for the SellingPower Sales 2.0... by Jose Palomino | Apr 7, 2016 | B2B, Pivotal Conversations, Tools
The objective of all “pivotal conversations” is to transform a doubtful buyer into a confident one. While many of these business conversations can be technical or “actual/factual” in nature – the first and most important On May 2nd, 2016 Spyglass was a sponsor... 
