FREE MASTERCLASS: The 5-Step Action Plan to Reignite Your Revenue TODAY!

THE VALUE PROP BLOG

6 Tips for Hiring and Retaining Good Salespeople

sales staff Dec 07, 2015

Here are a couple of realities we’ve all had to face:

  • Effective salespeople are rare for the same reason as any great talent in any field. That is, the sales profession requires talent, training, and a managerial context designed for success.
  • Smaller companies are working within a constrained budget. The fact is that it is hard to hire someone who you expect to turn a million or multi-million dollars in business, for a $45k or even $75k base. Anyone who...
Continue Reading...

What Is a Value Proposition, and Why Should You Care?

What’s a Value Proposition?

When I was at the MarketingSherpa 2015 Email Summit this past February, I sat down for an interview with their Director of Editorial Content and my friend, Daniel Burstein, where I told him what a value proposition is, and why it is crucial for your business. If you as a business owner are ignoring a core problem with your value proposition, then it’s like a toothache–it’s not going away, it’s only getting...

Continue Reading...

What’s Really Driving Your Customer to Buy?

(Image Courtesy Dominik Bartsch on Flickr)

Deal drivers are the things that your prospect (and marketplace) has articulated as being of greatest importance in making a buying decision. It may be price, ease-of-use, performance, support, or a range of other factors. It’s important to note that the deal drivers are very different than requirements; these are the desires of either the company or the specific buyer with which you are dealing.

Bob Apollo, founder if the...

Continue Reading...

Dissolving the Friday Mindset: Should You Make the Call?

leadership sales Aug 16, 2013

It’s 3 PM on a sunny and hot Friday in summer.  Half of your sales team has been on “lunch runs” since noon and has basically checked out.  The other half has already left for the weekend.  To put it bluntly, sales are on holiday.

What’s going on here?  They’ve bought into the “Friday Mindset.”

You know — the idea that since no one else is really working on a Friday, why should they bother to make calls?...

Continue Reading...

Hiring Millennials: 6 Tips for Attracting Gen Y to Your Company

culture hiring millenials Jul 16, 2013

You own your business.  You make the hiring and firing decisions.  But do you know what’s necessary for keeping today’s generation involved and invested in your company?

By 2014, the US workforce will be 34% Millennials with that number climbing to 46% by 2020.  As you look to your company’s future, its fate lies with this generation — and hey, that’s not a bad thing.  They bring a lot to the table. Your average Millennial is...

Continue Reading...

The Actionable SWOT Analysis

strategy Jan 22, 2013

Strengths. Weaknesses. Opportunities. Threats. Yes, we’ve all sat through a SWOT exercise or two (or three). Much has been written about the SWOT analysis as a business strategy tool since it first appeared in the 1960s.  

As of late, the SWOT has fallen into disfavor in certain consulting circles.  Certainly, there’s no business tool that’s right for every business or situation, but I believe the SWOT still has its uses. The point of this post,...

Continue Reading...

20 Things to Know About Your Social Media Strategy

social media strategy Sep 04, 2012

If you were teaching a class on social media strategy, what would you teach? What are the most important things you’d want your students to take away at the end of the semester?

As it turns out, I actually do teach a class on Social Media at Villanova University. Every semester, I have to gather my thoughts – gather what I know about current trends in social media – and teach my students (many of whom know a lot about social media already, but maybe not exactly how it...

Continue Reading...

Strategic Perspectives: Why You Need Both Optimism and Pessimism to Grow Your Business

marketing ownership Aug 07, 2012

Is the glass half full or half empty, and does it matter to your business?

I think it does matter, but maybe not in the way you’d initially think.

As an entrepreneur, my default is optimism. Optimism is an essential part of an entrepreneur’s “DNA” – how else are we supposed to persevere despite the many forces that push back against our ideas? I have persevered again and again. I have dreamt new dreams and tried them – I have taken risks, I have...

Continue Reading...

Burger King’s Bacon Sundae: Smart Move or Absurd Assumption?

advertising Jul 17, 2012

“Would you like some bacon with that?”

Smile if you will, but don’t be surprised if you hear that phrase uttered by the cashier at your local Burger King the next time you order a sundae. Yes. A sundae.

Burger King, in an attempt to re-ignite revenue growth (since being challenged – not so much by McDonald’s – but by newer players, such as Five Guys) has decided to jump on “the bacon bandwagon” and unveiled their Bacon Sundae (along with a...

Continue Reading...

Bound by the Tactical; Blinded by the Strategic

strategy Jul 10, 2012

Do you know what I mean by that title? You should, because we see it every day in the business world.

Sometimes we think too small – we can only think of what we see in front of us – and we are thus bound by the tactical. Other times, our vision is too big – we are out to change the world (but forget we have to pay the rent) – and thus are blinded by the strategic.

Obviously, there are risks on both sides – and focusing too much on one or the other can...

Continue Reading...
Close

We don't do fluff.

Just actionable advice, delivered weekly to your inbox.