Value Archives

Finding Ideal Customers Using the Value Quadrant

By Danny Iny | Oct 2, 2015

Do you ever get an email from a prospect who asks question after question only for them to finally decide they’re not interested? You spent hours answering their questions, got excited about the possibility of a new customer, and suddenly all communication has stopped. You’ve been ghosted. In an ideal world, it would be easy…

Are You Creating Value or Cost?

By Dave Brock | Sep 22, 2015

There are thousands of posts and hundreds of books on Value Creation. I’ve, in fact, written 285 since starting this blog and dozens of others at other sites. The themes in all of this stuff usually follow a similar line of thinking: Customers define value in their own terms. Sellers have to create value aligned…

The Value ( And the Sale) Was in the Solution

By Bob Burg | Sep 16, 2015

My friend, Ilene, related to me a fantastic story on how a roofer helped her own a new roof for her home. Earlier this year a powerful hailstorm greatly damaged the roof of Ilene’s home as well as that of many others in her community. This was followed shortly by a number of roofers knocking…

Value Creation as a Form of Discounting

By Dave Brock | Jul 22, 2015

There are all sorts of articles on creating superior differentiated value. Lots of them talk about creating more value than the customer expects, surprising and delighting them. In truth, I’ve been raised in this camp and have espoused some of these concepts myself. Just the concept of “added value,” is actually value over and above…

How Much Are Your Customer Relationships Worth?

By Bill Bleuel | Jun 17, 2015

There’s always a lot of argument about the way companies value their customer relationships as a percent of the value of the company. The value of customer relationships falls into the category of an intangible asset when looking at the balance sheet of a Corporation.

How to Value a Company

By Dawn Fotopulos | Jun 4, 2015

Debra S. just bought Accounting for the Numberphobic; A Survival Guide for Small Business Owners and here’s what she wrote:

CLV versus EVC

By Bill Bleuel | Jun 4, 2015

The concept of CLV or customer lifetime value has been used for many years to describe the value of a particular customer or customer segment to a company.

Throw Away Your Value Proposition, It’s Meaningless!

By Dave Brock | Apr 21, 2015

Hold onto your outbursts of, “Dave, you’ve lost it!” Also, recognize that I may be playing a few word games—but with a purpose.

Creating Value with Pejman Ghamidi

By SmallBizClub | Feb 23, 2015

Secret Entourage founder and Third Circle Theory author Pejman Ghamidi shares his entrepreneurial journey. We discuss the difference between being an entrepreneur and a business owner.

3 Business Myths People Should Stop Believing

By Fran Tarkenton | Jan 20, 2015

For years we’ve been told by “experts” that there are certain all-encompassing principles that will get you through the bad times and make your business a success.