So how does your value proposition look? Can you describe what you do in
terms of tangible business results? Do you have documented success stories?
Or do you need to do some work to enhance your value proposition? If it’s
not strong enough yet, don’t despair. Most people and companies have a much
stronger value proposition than they realize.
Here are 3 ways you can unlock the impact your product or service has on on
your customers' business objectives:
1. Define Your Tangible Value
Tangible value is directly related to your offering and highly measurable.
It's typically expressed in numbers or percentages. Examples might be:
Reduce cycle time from 3 days to one Cut labor costs by 25% Save $100,000 in
energy costs Increase market share 5% Improving productivity 17%
Typically tangible value gains also have related intangible value gains that
aren’t as obvious, but help s... (more)
Today's post from the Chamber of Commerce features business-growth advice for
Susan Cain compares the societal status of introverts in the workplace to
that of women in the early 1960s. Introverts, she says, have a lot of work to
do to be fully utilized and appreciated.
“The current workplace is not set up for introverts to succeed,” she said
in a recent phone interview. “This leads to a colossal waste of time and
Since writing her New York Times bestseller “Quiet: The Power of Introverts
in a World that Can’t Stop Talking” Cain says support for her
Did you catch Clint Eastwood’s conversation with an empty chair at the
recent 2012 Republican convention? During his short speech, he talked to an
invisible Obama about what was wrong with American politics.
Within minutes, Twitter was flooded with photos that people took of
themselves doing the same thing. Dubbed ‘Eastwooding,’ this spread
offline as voters around the country proclaimed Monday as “National Empty
Chair Day” instead of “Labor Day.”
The truth is, many people thought that Clint Eastwood was off his rocker when
he gave this rambling speech. He may have been, but tha... (more)
It's tough to capture & keep the attention of today's overwhelmed prospects.
If you're ready to learn the new rules for selling to these people, check
SNAP SELLING: Speed Up Sales and Win More Business with Frazzled Customers
My new book has already been called an instant classic, a mission-critical
tool and Sales 2.0 survival guide.
Even well-known sales experts have told me that their preview copy is totally
dog-eared. (That makes me smile!)
Some of the online retailers are selling it at 55% off during the launch, but
I'm not sure how long that will last.
Here's the de... (more)
It's a weekend afternoon and I'm working on a post for my blog. I'd wanted to
get it done during the week, but you know how things go. Before I knew it, I
stumbled onto this YouTube video by Piers Steel, author of The
Please listen to it before you continue reading. You'll know why I say that
when it's done.
So if you'll excuse me now, I'm going to cut this post short. I have fun to
do. It's a beautiful day and I need to get outside.
And, if you'd like to learn more, take the Procrastination Test. You'll get a
detailed understanding of your procrastina... (more)