"Price without quality is waste.Qual é a proposta de valor da sua empresa?
It’s entirely possible that the bed was the best bed ever made but “quality” isn’t only about the product you buy, it’s about the person you buy it from and the company they represent.
The product itself is at most a third to maybe half of what is known as the “value proposition.” Good salespeople have the ability to explain the full value proposition to their customers. The challenge is that there are not enough good salespeople to go around. So when we’re a buyer we usually have to figure out the real value proposition ourselves."
E se a sua empresa tem mais do que um modelo de negócio? É clara qual a proposta de valor para cada um deles? E os comerciais são específicos de cada modelo de negócio ou não?
Trechos retirados de "Price Without Quality"