Dave Brock September 6, 2021 Our websites are filled with content about our ‘unique value propositions,” which inevitably turn out to be not that unique. We constantly declare our value in every conversation we have with customers, positioning it around the superiority of our products and services. We tend to declare value, without proof and … Continue reading Value Is a Mystery…..
Category Archives: Sales Guide
The Secret to Motivating Others (Without Carrots or Sticks)
Amy Drader September 6, 2021 Abstract vector created by vectorjuice – www.freepik.com My first leadership job was when I was 24. I was a Selling Manager in a large department store. I managed a 40-person retail sales team, Men’s Sportswear, and became well-versed in the customer who loves a good Polo shirt and a pair … Continue reading The Secret to Motivating Others (Without Carrots or Sticks)
The Capital Efficient Tardigrade
Elliot Begoun July 8, 2021 This article is a continuation of a series on the traits of a Tardigrade brand. In my last article, I provided an overview of each of the critical characteristics. In this one, I want to explore in greater detail the foundational aspect of capital efficiency. Those of you who are … Continue reading The Capital Efficient Tardigrade
Top 10 Questions for Assessing Your Value Proposition
Helen Blake June 25, 2021 Avoid ostrich syndrome: top 10 questions for assessing your Value Proposition As humans we hate uncertainty. Psychology tells us that uncertainty means inaction. Faced with uncomfortable scenarios, the ‘keep calm and carry on’ approach to business can feel attractive. The trouble is, behaving like an ostrich and putting our heads … Continue reading Top 10 Questions for Assessing Your Value Proposition
How to Make Cold Calls That Will Get a Meeting with Important Prospects
Steven Imke June 11, 2021 Not long ago, I had a client ask me some questions regarding cold calling techniques. Specifically, he said that he had conducted some market research and generated a list of medium to large size businesses he felt could benefit from his product and services. He wanted to reach out to … Continue reading How to Make Cold Calls That Will Get a Meeting with Important Prospects
How Email Can Help You Manage the Dreaded Backorder
Jake Rheude November 2, 2020 Ecommerce customers are used to getting what they want, when they want. And with any delay like a backorder, you risk losing revenue and increasing churn. A backorder email marketing strategy ensures that customers: Get updates as soon as you have them; Get answers to their questions quickly; Stay excited … Continue reading How Email Can Help You Manage the Dreaded Backorder
I Was in the Greatest Band Ever. It Was Called Apple.
Michael Hageloh — December 6, 2019 Follow @michaelhageloh I am a drummer. I feel the rhythm of the world around me in my soul. Everything has a rhythm, from train ride to sales conversation to business evolution. When I arrived at Apple in 1988, I had one purpose in mind: to make enough money to … Continue reading I Was in the Greatest Band Ever. It Was Called Apple.
Need a Sales Boost? Motivate Your Partners with Strong Channel Incentives
Juan Ortiz — August 5, 2019 Follow @jcortiz22 — August 5, 2019 Maybe sales amongst your distributors and other partners have been in a rut. Perhaps your products and services have been around long enough that they’re no longer generating a buzz, or maybe they’re being overshadowed by a newer, flashier line from a competitor. … Continue reading Need a Sales Boost? Motivate Your Partners with Strong Channel Incentives
Making Sense of Sensemaking
Dave Brock — June 14, 2019 Follow @davidabrock — June 14, 2019 This is the final post in this series——-YAY! Thank you for hanging in there! If you have missed the previous posts, The links to all the others in this series, please go to: Sensemaking, The Big Issue Facing Both Our Customers And Us. … Continue reading Making Sense of Sensemaking
Sensemaking: A Framework For Making Sense
Dave Brock — June 4, 2019 Follow @davidabrock — June 4, 2019 Preface: This is the third article in my series on sensemaking, for links to all the others in this series, please go to: Sensemaking, The Big Issue Facing Both Our Customers And Us. It turns out that sensemaking is not just a “cool … Continue reading Sensemaking: A Framework For Making Sense
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