Monthly Archives: October 2014

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SencorpWhite value proposition

Three Steps To Ensure You Deliver On Your Value Proposition, Even If Your Company Is Growing

Last month, I attended the SPE Thermoforming Conference in Chicago. As always, it was a fantastic event, one that I’ve covered here before, in 2011 and 2013. This time around, though, I’m going to shift my focus and discuss the experience I had going to and from the conference. It’s something I’m sure many of you can relate to, and it’s a vivid illustration of why you Read More →


Nothing Happens Without A Sale: Four Truths About Selling

Like it or not, salespeople are used to getting a bad rap. From Mr. Wormwood in the children’s classic Matilda to Don Draper on AMC’s Mad Men, it seems everyone loves to hate sales. “It comes with the territory,” I’ve heard salespeople say. Here’s the simple reality, though: If there were no sales, business wouldn’t happen. Without salespeople, we’d have nothing –no orders to fill, Read More →