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Home / Archives for Value

Value

Our Value Creation Starts Within Our Own Company

Jul 27, 2017 By Dave Brock

Recently, I wrote, “Sales People Don’t Have The Time To Create Value With Customers…” Clearly, this is unacceptable if we are to drive business results. If we aren’t taking the time to create value with customers, then customers have no reason to waste their time with us. In the post, I suggested sales people don’t […]

Filed Under: Sales Activities Tagged With: Value

Make Yourself Discount-Proof

Jul 14, 2017 By Bob Burg

Are you often asked to discount your fee or price? Typically, when a prospective customer or client balks at your price, it’s because they believe that the value of your offering is less than what they are being asked to pay. But, not always. There IS another reason. It’s this… They subscribe to the theory […]

Filed Under: Pricing Strategy Tagged With: Discounts, Pricing, Value

5 Signals to Evaluate to Test the Value of Your Brand

May 23, 2017 By Marty Zwilling

Brands are people first. Customers are people too, so customers tend to take their relationship with a brand personally. Thus it’s not a surprise that people love their favorite smartphone brand, cringe when you mention their cable company, or even hate the mention of a particular bank. Startups, as well as every existing business, need […]

Filed Under: Creating a Plan Tagged With: Brand, Value

5 Ways to Turn Today’s Leads into Tomorrow’s Customers

Apr 27, 2017 By YEC

There are a lot of statistics out there that say successful businesses should end up closing about one out of every three calls. But I know from experience that this is often not the case, and I’ll tell you how I learned that. A few years ago I was driving a plumber phone leads from different ad campaigns like […]

Filed Under: Advertising and Lead Generation Tagged With: Communication, Lead Generation, Sales Strategies, Value

Are You Really Different?

Apr 21, 2017 By Dave Brock

We know the importance of differentiating ourselves in attempting to win business. We try to do this at our web sites, often posting comparisons and charts showing how we have more features and functions than the alternatives. Too often, we think differentiation is about checking more feature boxes, having a richer product, than the competition. […]

Filed Under: Sales Activities Tagged With: Competitors, Differentiation, Value

Avoid the Race to Zero

Mar 20, 2017 By Dave Berkus

When do you sell your company? Obviously we all want to sell at the top. And there is the problem. How do you know when you are at or near that right point to sell for maximum value? Those of us in the business of calculating (guessing) this mythical peak in value often make the […]

Filed Under: Working with Investors Tagged With: Growth, Investors, Value

Is Cold Calling Contrary to Being a Go-Giver?

Oct 24, 2016 By Bob Burg

A reader recently emailed me the following: “Hi Bob, I love being in sales and want to make a difference. The company I just started working for is very focused on cold calling, and closing on the first appointment, which seems contrary to the approach in your and John’s book? I love this company but how […]

Filed Under: Sales Activities Tagged With: Cold Calling, Value

When Did Profit Become a Bad Word for Entrepreneurs?

Sep 21, 2016 By Marty Zwilling

As a startup advisor and investor, I find that more and more entrepreneurs avoid using the term “profit” in pitching their new venture. They seem to feel it conveys a message of personal enrichment at the expense of others. My view is that the purpose of every business is to make a profit, as fuel […]

Filed Under: Pricing Strategy Tagged With: Differentiation, Profit, Value

Can Sales Really Create Value?

Sep 9, 2016 By Dave Brock

Leanne Hoagland-Smith wrote an outstanding post, The Ultimate Sales Goal Is Connecting With Customer Value Drivers, Not Creating Value! In the post, Leanne hits head on what too many sales people miss about value. We tend to think of value and value proposition in our terms. Instead, it’s the customer that defines value! For us to […]

Filed Under: Sales Activities Tagged With: Sales, Value

Looking for Investment? Understand Startup Valuation

Aug 16, 2016 By Tim Berry

How much equity do I have to give to angel investors? If you’re a startup founder looking for angel investment, you need to understand valuation. It’s a buzzword that people use in other contexts, too, which adds to the confusion. But it’s ultimately what determines how much of your company your investors will get, and […]

Filed Under: Working with Investors Tagged With: Equity, Investors, Value

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