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Dennis Miller

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Roger M. Grimes

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About Our Logo

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Value Selling In A Competitive Marketplace

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ABOUT OUR LOGO......

                                                                                                                                   Many people have asked about the briefcase that appears on top of each page.  As long as you asked.....

One of my first assignments as a young cub in the training business was to develop a series of programs for the research and development department of one of the top 50 US corporations.  As part of my preparation I found myself at lunch with the corporate vice president of R&D.  This gentleman was a 30 year veteran, held a PhD.,had a staff of well over a thousand technical people that reported to him.  He was very powerful but a humble gentleman.

We were discussing the vast scope of research and development within his company.  He indicated that the R&D department had been responsible for over 10,000 new ideas in the previous year throughout all the various operating divisions of the organization.  The ideas ran from new products that opened up billion dollar markets to small process changes in the plants that would reduce manufacturing costs.  He was, quite justifiably, very proud of this.  He then leaned forward and in one hushed tone said to me, �Want to know something interesting?  We employ thousands of the top technical people money can buy.  Our budget runs into the hundreds of millions of dollars right?  Yet almost half of the ideas we brought to fruition came through the front door in the briefcase of a professional salesperson.�

That comment took place in the early 1970`s.  As the concepts of Value Selling began to focus, I kept reflecting back to that luncheon.

In today`s fast paced society, products are being developed in record time, yet at the same time competition is developing a competitive product equally as fast.  The life cycle of a product from proprietary to commodity can be very short. The one area the professional salesperson can differeniate from competition and bond with clients is by becoming a source of money saving ideas; a consultant if you will.

It doesn`t matter if the briefcase is leather or cloth, polished or tattered.  What does matter is what happens when we sit down and open the briefcase and become experts at Value Selling...