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THE VALUE PROP BLOG

The Future of TV: Medium Migration

Uncategorized Jan 10, 2017

Wow! There’s a lot of TV to watch. In fact, 409 scripted TV series were released in 2015, a record even in the midst of the “golden age” of televisionThe number of people worldwide who watch TV has increased exponentially in the past few decades, and the number of offerings has increased accordingly.

According to culture blog, Vulture, viewership is on a decline. Ratings for the top 200 network shows have decreased 20% from year to year,...

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Office Design: A Valuable Tool

culture productivity Dec 27, 2016

Every leader values different qualities and characteristics in their team. Creativity, collaboration, productivity, and positivity are all important, but it can at times be difficult to encourage these qualities in your team.

Though it may not seem like it, office design can be a powerful tool for affecting how your team thinks and operates. Even on a small scale, you can change things about the space that you work in, and by doing so, change things about the ...

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Challenging the Status Quo: the Key to Innovation

innovation Sep 13, 2016

18th-century physician Edward Jenner earned his place in the history books by creating the first vaccine and effectively curing the deadly smallpox virus. Generations of people remember him for his contribution to the well-being of the entire world. He was more than just a medical philanthropist — he was a true innovator.

In today’s market, it can sometimes be difficult to distinguish yourself from the sea of companies offering almost the exact same solution in the exact...

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The Owner is the Customer, Not the Car: Lessons in Customer Service from Porsche

customer service Aug 23, 2016

12 times in a row, Porsche AG has achieved the highest customer satisfaction rating in the US. The auto group has an intense focus on customer service and communication that has landed them in first place in the JD Power Institute’s APEAL Study. They’ve reached the top — Porsche is the epitome of excellence in customer relationships.

What Porsche understands, however, is that customer service is not just a box you can check on the way to success. It...

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EOS & the Importance of Thinking Like Your Target Market

When it comes to thinking like your target market, it’s hard to tell whether Millennials are the easiest to read — or the hardest.

In 2015, EOS accounted for 11.5% of all lip balm sales in the United States. It was second only to Burt’s Bees at 12.1% (Statista). EOS ranked fourth on Business Insider’s list of the Top 50 Brands that Young Women Love. It was alongside major league players like Sephora (#7), Victoria’s Secret (#3), and Forever 21...

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9 Productivity Hacks To Improve Your Business Life

productivity Jul 12, 2016

Sometimes there just aren't enough hours in a day to accomplish everything you want to. My quick and easy hacks to improve productivity are so simple to learn and apply. Use these, to increase productivity in the time you do have.

1. Put your dead time to use

Everyone who has to commute to work in the morning has “dead time” in their day that they could be using productively. I like to use my morning drive — and my evening drive — to think of conversations...

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Better Sales Conversations: Aligning to the Customer’s Buying Process

Alignment is Key

Are you aligning with your customer’s buying process? Do you understand it? Are you accommodating it?

When you’re selling — especially in complex sales — you must consider how the selling organization (that’s you) collaborates with clients to make the evaluation, purchase, installation, and support work as you’re promising. You must have a conversation that focuses on the processes supporting the solution...

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Mission Match: Do Your Values Align?

strategy Jun 07, 2016

The most powerful part of aligning yourself with a potential prospect is communicating your company’s mission and values. You should communicate what your company hopes to achieve by working with the prospect in a simple, concise way. When communicating your mission, sharpen your position and speak about the value in your offering in the overall context of your business.

Author Jackie Woodside says this about communicating your...

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The Johari Window: Uncovering the Blind Spots in Business

entrepreneurship strategy Mar 01, 2016

For those of you unfamiliar with the Johari Window, it’s a construct developed by Joseph Luft and Harrington Ingham in 1955. Basically, it unpacks self-awareness in order to assist people in understanding their relationship with themselves as well as to others.

It breaks down awareness into four dimensions:

The first dimension is what is known to the self as well as to others. The second dimension is what is known to others, but not to the self (also known as ...

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Know Thy Customers’ Internal Motivations

customers Jan 07, 2016

How well do you know your customer? More importantly, do you know what motivates them to do business with you? While customer’s desires vary according to demographics, market sector, etc… there is one behavior that shines through as a powerful driver of purchase intention — and that is listening to and understanding customer motivations.

I would like to share two simple stories to illustrate the same core issue:

First: Jane was the director of Knowledge...

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