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Home / Archives for Value

Value

Doing What Works in Troubled Times

Apr 6, 2020 By Dave Brock

Everyone is struggling to understand what they should be doing in these very difficult times. We are struggling to understand what works, whether it’s how we lead our people, how we work on a daily basis, how we engage our customers, how we move forward. The crisis has created a heightened sense of urgency around […]

Filed Under: Best Practices, Leadership Tagged With: Leadership Skills, Value

Selling Your Business? Consider These Important Things First

Nov 22, 2019 By Rebecca Shipley

Selling your business is more than just making sure the offices are clean or that your website is working and user-friendly… there are a lot of considerations to take into account. You might need to hire a broker, accountant, and even an attorney as you go through the process of selling. One of the first […]

Filed Under: Sponsored, Strategic Planning Tagged With: Exit Strategy, Value

Are You the Salesperson Creating Value for Your Customer?

Sep 6, 2019 By Dave Brock

I was talking to a team of sales people about engaging their customers with insight and getting them to think about their businesses in different ways. They happened to sell supply chain management software. The software, like most other supply chain software solutions enabled their customers to better understand and manage inventory, orders, quality, scheduling […]

Filed Under: Sales Activities Tagged With: Sales, Value

What Problem is Your Customer Really Trying to Solve?

Jun 28, 2019 By Dave Brock

The majority of sales people, unfortunately are just peddlers—walking, talking brochures. Needless to say, customers are finding digital sources of information much more useful than talking to those sales people. The data consistently shows customers limit contact with these types of sales people to the very end of the buying process. Some few sales people […]

Filed Under: Sales Activities Tagged With: Differentiation, Sales, Solving Problems, Value

How to Increase the Value of Your Business Before a Sale

Jun 21, 2019 By Matthew Davies

Countless entrepreneurs have worked tirelessly for years in order to turn their commercial dreams into a reality. Now that you’ve finally climbed to the top of the marketplace and enjoy your status as a profitable business, however, you may be itching to move on to new and greener pastures. For many entrepreneurs, selling their successful […]

Filed Under: Strategic Planning Tagged With: Exit Planning, Value

5 Ways to Make Your Company Stand Out

Jun 10, 2019 By Dave Berkus

There must be at least several companies out there right now positioning to compete with you. If you’re large enough, you may be the target, and if smaller, you are the minnow not the shark—and need to be agile and creative. The five strategies: Picking one to emphasize So, how do you position yourself to […]

Filed Under: Strategic Planning Tagged With: Differentiation, Pricing, Value

Selling IS a Service

May 10, 2019 By Dave Brock

It seems the world is migrating to an “As A Service” model. Every day one hears a new (sometimes not so new) XaaS approach. The model, at least as a subscription payment approach, is not new. We’ve had various subscription, rent, lease capabilities for at least decades, if not centuries. The application of this model […]

Filed Under: Sales Activities, Sales and Marketing Tagged With: Sales, Service, Value

Are You Selling Your Experience or Your Value?

Mar 15, 2019 By Dave Brock

Too often, we confuse our experience with creating value. While they are linked, they are distinctly different. Our experience focuses on us–perhaps reference customers that we have worked with in the past. “We’ve worked with Google, Microsoft, Siemens, General Motors…” These are supposed to demonstrate our customer base, implying we’ve done great things with them, […]

Filed Under: Sales Activities, Sales and Marketing Tagged With: Experience, Sales, Value

Are You Selling Your Experience or Your Value?

Mar 15, 2019 By Dave Brock

Too often, we confuse our experience with creating value. While they are linked, they are distinctly different. Our experience focuses on us–perhaps reference customers that we have worked with in the past. “We’ve worked with Google, Microsoft, Siemens, General Motors…” These are supposed to demonstrate our customer base, implying we’ve done great things with them, […]

Filed Under: Sales Activities, Sales and Marketing Tagged With: Experience, Sales, Value

Another Personal Story: Timing is Everything in a Sale

Nov 13, 2018 By Dave Berkus

Almost anyone who has sold a company has a story to tell about their good deal, the problems with the buyer, a last-minute change of terms, or more. I have saved this next story until now because it is one of my favorites, and certainly illustrates the point about timing being a combination of luck and […]

Filed Under: Strategic Planning Tagged With: Exit Planning, Value

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