Ever wonder how Rodney Dangerfield came up with his signature, “I don’t get no respect,” line? My guess is it first hit him when he still had his job selling aluminum siding. Yep, that’s how he supported himself and his family before his big break on the Ed Sullivan Show. Anyway, talk about a tough [...]
I don’t need my cup of extra-strong coffee to get going this morning. If you’re in sales, you won’t either.
Just read about this Ogilvy & Mather-led contest that insults the intelligence of sales professionals, managers and executives everywhere. Selling a red brick to a panel of “executives” from Ogilvy & Mather, OgilvyOne, IBM and Salesforce.com [...]
More often than not, weak value propositions are the result of a weak or poorly executed value proposition development process. I’d love to hear your opinion on this situation and process…
The Situation: An industrial distributor has partnered with a provider of systems integration and engineering services. The distributor gets a whole new and wide range [...]
If an opportunity deserves pursuing, it deserves a compelling value proposition. Problem is, crafting one is often quite challenging. Thinking in terms of Personal, Pervasive, Permanent and Persistent value can be a big help in getting started.
What do think? Is the framework useful for you?
by Todd Youngblood
For the last 90 days or so, I’ve been asking customers, prospects – actually everyone I talk to – to quickly state the overall value proposition for their organization. I’ve been amazed at the dismal quality of the responses.
Over half fell into what I’ll call the “I dunno” category. There literally were a [...]
