Episode 8 – Making Strategic Sales Presentations with Jack Malcolm

Jack Malcolm is President of Falcon Performance Group where he prepares and trains salespeople. His focus is the complex sale, but Jack weaves military history, behavioral economics, and cognitive psychology into a powerful approach to influence and persuasion. Jack is also a … [Read more...]

Value Is In the Eye of the Beholder

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End Users Stakeholders For the end-users of your product or service, the value created is that your widgets (whatever they are) actually perform well. End users also value good support and service. Even if you can create a higher level of value for their organization, if you … [Read more...]