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THE VALUE PROP BLOG

What to Do When Your Revenue Stream Goes Dry

covid-19 strategy Jun 30, 2020

Your job as CEO is to lead your company to new opportunities, capitalize on them, and generate revenue streams. You know that. But the question is, how do you do that well in a fast-changing environment like the one we’re in? First, you need to be able to identify new revenue streams. Second, you need to grab hold of them. Here’s how.

Owners have often referred to their various revenue streams as “rivers of cash.”

The metaphor flows (pun intended) because one can...

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What I Learned From My First Business

strategy Jun 30, 2020

My first business? Yeah, it failed. Here's what happened.

It was New York, it was the early '80s, and there I was: a fresh 20-something, son of immigrants. I didn't run with the most optimistic crowd--but I had a dream of becoming a comic book artist. And I wasn't too shabby, I even enrolled in art school!

But it didn't take long for me to realize I was a long way from becoming Stan Lee.

That's when I got the idea for my first business: a comic book delivery service for serious...

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Why Getting Back to Normal Shouldn't Be Your Goal

covid-19 strategy Jun 18, 2020

You’ve probably heard it said—or even said it yourself: “When business goes back to normal, then…” Ahh, yes, normal. The days when you didn’t need a face mask to go grocery shopping. The days when you could have meetings in person. The days before COVID-19.

It’s easy to look back with a nostalgic longing for those days. We all wish we had a magic eraser wand and could set the clock back to February. But of course, we can’t.

In fact, we...

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How to Sell to Your Customers When Their Hair Is On Fire

marketing sales Apr 28, 2020

Your customers are in shock. The whole economy has ground to a halt. And yet, there are still sales to be made. Here’s how you can sell to your customers (ethically), even when their hair is on fire.

Recently, I was talking to David Newman, of Do It! Marketing. And on behalf of his clients, he asked me this very hard question: “How can you sell to your customers when their hair is on fire?”

And, oh man, isn’t everyone’s hair on fire...

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4 Keys to Keeping Your Sales Alive in Crisis

sales Apr 20, 2020

With business shutdowns happening nationwide, how do you keep your sales alive? There are four things you need to know.

Even before Coronavirus, anyone who is selling knew that you don’t “pitch” a new idea or product as they do on Mad Men. Gone are the days of standing in front of someone for 20 minutes and making your case in such a compelling way that the buyer simply cannot resist.

But now in the midst of Coronavirus, those days are REALLY gone. For one...

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How to Negotiate in Crisis—The Right Way

With the world in crisis, business owners find themselves negotiating on every front – from done deals that became undone to rent concessions. Here’s how to negotiate a win-win in crisis.

Negotiating is almost always a pain. There are always many feelings to navigate, wishes and desires to be fought for. Negotiation is never a relaxing activity—especially in a crisis like the pandemic we currently find ourselves in.

In a crisis, time gets shorter. The stakes...

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Business Shut Down? Plan For Brighter Days

covid-19 ownership Mar 21, 2020

With COVID-19 sweeping the country, shut down business owners may (begrudgingly) find more time on their calendars. Here’s how they should use their time to plan for brighter days.

Only a few weeks ago, I bet your schedule looked very different than it does now. Perhaps you were burning the candle at both ends because there just never seemed to be enough hours in the day. And then, of course, came Coronavirus and businesses across the country are shutting down.

...

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Don’t Panic! Six Truths for Business Owners in Crisis

While it may feel like the whole world fell apart overnight, now is not the time for despair. Here are 6 truths to hold on to in the midst of Coronavirus.
 
In the words of Mike Tyson, “everyone has a plan until they’re punched in the face.

As business owners, we’ve always known that the greater economy is beyond our control. And when things look rosy, this fact isn’t so scary. We have plans and strategies. We know our markets, our target customers, and...

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Yep, we all have Coronavirus now!

ownership Mar 12, 2020

Hey friends,

I wanted to check-in on how you’re feeling in the midst of the Coronavirus and all that goes along with this pandemic. I know it’s all over the news. It’s all over stock market reports. And preventative measures have been ramping in the U.S. and around the world. With all the coverage and (rightful) concern, it’s easy for panic to set in…

But, I don’t want you to panic. I want to share with you my observations and advice as a fellow...

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Leverage Your Values to Win Millennial Buyers

The first step in attracting Millennial buyers is to leverage your values. Here’s why and how every business owner should focus on their values—not their sales pitch.

You’re probably familiar with the traditional process of a B2B sale:

Identify a potential customer, make contact, and give your best sales pitch about why they should buy from you…

But here’s the real question: is this process actually working for you? Or are you in the dilemma a...

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