There is a big contrast between sales reps that understand their value propositions and reps that just list out features. Buyers are tired of hearing canned speeches and empty promises. In this episode of the podcast, Darrell and Larry explore what it means to be an "empty suit" and what we can do to ensure we are bringing the goods.
Show Resources
Why I Should Talk With You Continued
Larry's blog post irreverently explores the concept of being an empty suit as a sales rep.
Creating and Delivering Your Value Proposition
This is a fantastic book co-authored by our friend, David Pender.
