Nathan Hayes

Nathan Hayes is the Manager of Business Development for Red Tray and Editor of

Reps are welcome to contact him at 404.934.3535 or to send him an e-mail if you have questions about how Red Tray can benefit your accounts or with general comments about selling to ECPs.

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Craft a Short Value Proposition to Win New Accounts Quickly

Posted on January 28, 2010
Filed Under Articles | 2 Comments

“Why should I buy from you?”

That’s the question you need to answer every time you’re pitching your frame line or lab service to an ECP.  And, as we all know, when you get in front of a prospect, there isn’t much time to answer it.

You can answer the question quickly and easily - if you’ve prepared a clear value proposition before you walk into an ECP’s office.

Let’s look at three key parts of a value proposition: Read More