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Job Seekers: Articulate Your Value Proposition with PAR's (Problem, Action, Results)

One of the hurdles today in this crazy job market is there are so many people chasing a few open positions. Employers are getting slammed with so many resumes. So, what is a person to do? Well invest the time in creating your PAR statements. It is through the creation and communication of the biggest problems you have identified, the actions you put in place to address them and most of all the results you have been able to get for your organizations (financially favorable results).

Coaches are Process or Life Experts?
Would you tell your coaching client what to do with his life? Would it be your job or responsibility as a coach? What is your value proposition to your client?

5S Applied to the CEO Role
We’ve taken the 5S concept and philosophy that is traditionally applied to workplaces, shop floors and operations and applied it to the role of the CEO and to the performance improvement of the enterprise.

What Sequoia Capital Looks for in Startups
Elements of Sustainable Companies Start-ups with these characteristics often foretells the success of a business and the likelihood of it becoming a sustainable, enduring company. We like to partner with companies that have:

Getting Corporate Sponsorship

"I run an event management and promotions company and put on seminars and events for small business owners. I'm trying to attract major corporations to sponsor my events. I have a strong value proposition and a targeted community of small business owners who attend. I don't have any connections into these large corporations. How do you suggest I break the ice to introduce my company to them without a warm lead in?"

Now Don't You Worry Your Little Self...
The economist Alan Blinder calls himself “a free trader down to my toes.” But what’s that goop seeping between his toes these days?

Sell Em What They Want
I had an interesting conversation with a colleague the other day. We were discussing the fact that, try as we might, our prospects don't always know that they need what we have to offer. Often, they think they know what they want, but professional (not infallible) experience tells us we might know better.

What Questions Do New Customers Ask of Entrepreneurs?

Amongst many things, entrepreneurs spot a hole in the market, create something ‘new’ (or different) and move fast. They need to be cash conscious, astute risk takers, careful business planners, passionate and energised. They influence financiers, associates and (most vital of all) ‘new’ customers. Good entrepreneurs sell and sell well. (And in the current economy, many who were once in the order-taking-by-word-of-mouth business need to learn to sell too.) They start by raising customers’ curiosity. And once they have raised curiosity, how can entrepreneurs go about selling, a ‘new’ product or service to a ‘new’ customer, well? Answer: understand the sequence and the nature of the questions all customers ask. What questions?

A Lesson in Higher Level Communication from an 800 Pound Gorilla

We can likely agree that influencing skills are important part of effective leadership. And for those of us who want to improve at getting people (like prospective customers) to do what we want them to do, I share this discovery that involves that 800 pound retailing gorilla, Wal-Mart. Their advertising tag line has progressed over the years. Their current version provides a lesson for all of us who are challenged with effectively articulating our value proposition.

Commodity Value Proposition - An Oxymoron?

How do you find your value proposition when everything you do and everything you sell seems to border on being a commodity because everybody is trying to do the same thing to create competitive advantage? “Oh, but we’re different. We sell our World Class Service.” Right ………………………. How many companies do you know that don’t say they have world class service. Many say that servicing the customer is their core competency. If they truly do have world class service, service is not their core competency it’s what they are doing to create and maintain that level of service that is their true core competency.

The Single Biggest Mistake That Salespeople Make

Ask 10 people and you'll get 10 different answers about the biggest mistake that salespeople make. Ask the question a bit differently and I will give you a different answer too. But ask the question in the title - "What is the single biggest mistake that salespeople make?", with the key word being mistake - something they do incorrectly rather than due to a weakness - and I can provide data to back it up. There are actually 3 mistakes that are nearly always made but 2 of them happen as a result of the single biggest mistake.

The Difference Between Selling to Negotiators and Selling to Price Shoppers
Selling successfully to both the negotiator and the price shopper takes good strategy, effective tactics, and timing - you must know when to employ them.

Buzzwords are BS!
Three adjectives and a noun are not a positioning statement!

What is the Advantage of Being an MBA?
The importance of MBA degree lies in the fact that it is the confirmed ticket to the corporate world. Many more aspirants are taking new and advanced courses in MBA to accelerate their career growth so that they inculcate the much needed management expertise and business acumen. A mere mention of an MBA rank adds value and weight to one’s resume which gives an edge over others.

1st of the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture
#1 - IT'S NOT ABOUT YOU! Believe it or not, there are a lot of people in sales who mistakenly believe that the world revolves around them. If my previous sentence said "show business" instead of "sales" it would make sense but this isn't show business.

Sales Prospecting on Steroids

With all of the articles written about sales and cold calls being dead (I usually write the counter arguments to that. How would you find new business if the only thing you could rely on was a lead?) it was a breath of fresh air when Michael Strickland, my guest on this week's edition of Meet the Sales Experts, spoke about prospecting on steroids. His five tips for sales success in today's economy are:

Renewal

Every New Year's Eve, I go through a kind of renewal ritual. It is my gift to myself for having done my best for the past year, and it allows me to look forward to an even better year to come. I have recommended some form of this for all people who take my leadership classes. It does not need to be done on the New Year; some people like to do this on their birthday or some other specific day of the year. The point is to designate one day to reflect on what you have done, where you are, and what you intend to do in the coming year and beyond.

The PRECISE Pitch
ï¿½The Three Essentials of Telling ï¿½Em What You Doï¿½

Create Chaos, Change & Controversy! (...or at least chase after them)
There's a new buzz-word making the rounds. Have you focused on the "trigger event" concept? Can you make it work for you?

The University of Sales
Is everybody on your sales team as dedicated as you are to continuously augmenting and upgrading personal knowledge and skills? There's no question that it's absolutely essential ...unless of course all your competitors are lazy and stupid.

It's always about productivity
The US lost 2.5 million manufacturing jobs from 1994-2004. Does that mean I should jump out the window? Or is it a cause for celebration?

Another spin on Value Propositions
Quite often the inspiration for a great sales idea comes from a source way outside our industry or normal frame of reference. What follows is a story about a really creative value proposition. How can you use its message for your own business?

Discipline, Opportunity Management & Value Propositions
Time again to take a look in the mirror and pick a few items to get really good at executing over the next twelve months. (Seems like maybe I've seen a few of these before!)

Sales Essentials: Rev Up Your Sales Engine
Ladies and gentlemen, start your sales engines! The current economic situation may be bleak but improving your core sales skills and competencies will help you to accelerate ahead of the pack and come out ahead at the finish line.

Constipated by information
I confess, like most sales people I do not like - no I hate - paperwork and administration, because in my experience most of it is unnecessary.

Fix the sales force you have

Would we expect any elite sporting team to enter a competition without a clear game plan, talent plan, fitness plan, business plan and action plan? No, of course not. We expect them to be aware, organised, focused and determined to play their best and aim to win. Well, more than 90% of sales people do not follow any logical process when selling. They are often left to their own devices and simply fly by the seat of their pants, relying on intuition and hoping for the best. They often cannot articulate their value proposition or know how they compare to the competition. Nor are they clear about what activities they need to do on a daily basis to achieve sales success. Most make it up. No wonder many don't meet business owners expectations.

Marketing Strategies for Building Customer Relations
As business owners, we all want to sell more of our products and services to new and existing customers. But before we can achieve this goal, it is imperative to understand a few basic marketing strategies for creating interest, trust and desire.

Should incentives for my salespeople be aimed at quick cash in the door or long-term growth?

In the current economic climate, there is little difference between short term and long term. No one can confidently predict what's going to happen next month - let alone next year. Front-end sales incentives designed to stimulate action are a good idea. Sales people should always be rewarded for success, but (and it's a big BUT) not at the expense and integrity of your company's value proposition and reputation.

How do I create a radical ‘Call to Action?’
Step 1: Find out what your competitors' are all doing and do something radically different, or radically better. Remember, in competitive markets with everyone selling the same thing in the same way 'radical differentiation' can mean as little as a 10% margin in value proposition.

How to Choose a Value Proposition

What sets your product, service and company apart from your competitors? What value do you provide and how is it different than the alternatives? Your value proposition is the foundation of your entire business and the offers you take to market. When your market clearly recognizes (and appreciates!) the value you provide, it’s easier to generate new prospects and guide them to buy. Now … what if you don't have a clear value proposition? Well, it takes more time and money to show prospects why they should choose you. And as a result, you often end up competing on price – a tough position to sustain over the long term.

The Role of Small Business in Unmanned Systems Development

Getting funding for developing technology is tough, always has been and always will be. Unmanned systems (robotic and remote control) technology is no exception, but it has an advantage: there is great interest in having machines do work in hazardous situations where human safety is at risk. Who gets the contracts for developing these new technologies that the DOD says it wants? Federal investment in research and development has always focused on big business and top-tier prime contractors. This article shows how small businesses can avail themselves of opportunities created just for them via Small Business Innovation Research (SBIR).

Crafting Your Wow! Statement
If you have only a few seconds to communicate the essence of your company, what is the most important message to deliver? You need a Wow! statement -- a distillation of your core value proposition that is clear, concise, and compelling.

Online Business Success: Attracting Ideal Advisory Board Members
Are you consistently getting free customized business advice from industry leaders? Read this article and learn strategies for attracting expert advice for your business.

Are Telemarketers the only people that CALL YOU?
Picture this: You are sitting at your desk going through your To Do list and suddenly the phone rings, ¡§RING, RING!¡¨ Given you know how challenging lead generation can be, you say to yourself, ¡§Great this could be an opportunity I don¡¦t have to chase!¡¨

Building An Online Brand

Big companies care about brands, small companies don’t, and that is a shame because any company that has aspirations of ever getting big, better figure out how to build and manage their brand. You can get sucked into all the hype about the latest social networking fad and waste all your time and money following this week’s Internet wunderkind or you can get your head out of your digital butt and build a business from the brand up.

How To Build Credibility With Your Prospects
How small businesses can quickly build trust and credibility with brand new prospective clients.

Are the only people that CALL YOU Telemarketers?

How frustrating is it when the phone rings, (RING, RING!) and you say to yourself; “great an opportunity I don’t have to chase!” Then the person on the other end of the phone opens the conversation with; “Am I speaking with the business owner?” and you realise, quickly, that it’s yet another (bloody) telemarketer! “Damn you telemarketer!” you say under your breath, as you politely tell them you’re not interested and promptly hang up.

Can Social Media be a value proposition for you and your customers?
Today I had a meeting with our external online team to present a Social Media strategy for one of our small business programs. I was basically told that Social Media cannot be used as a value proposition for our small business clients. What I have learned over my experience over the last 10 years is to never discount new ways of thinking.

Develop Your Positioning Statements
Your positioning statement is used in literature, your website, and other sales materials. It should capture how you are positioned versus your competitors -- your value proposition, the core of your brand, the critical thing that you stand for. You should have three different lengths; a 25 word , a 50 word and a 100 word statement.

Public Speaking: Its Many Benefits Can Grow Your Business

Smart professionals well understand the value of relationship building in developing and keeping new business. What better vehicle to further such cause than an event at which you are a featured speaker? Speaking multiplies the benefits of networking by initiating face-to-face personal connections. By addressing a topic which illustrates something you know about, you’ll be pleasantly surprised at how fruitful public speaking can be. New prospects and clients will come out of the woodwork... or at least the folding chairs!

Stop Being Invisible
Make your presence felt by being seen and heard in a profitable way.

“Multiply Your Marketing Results – Exponentially!”

Can you imagine what it would be like if you could exponentially increase the return you get for every marketing Euro spent? If you have ever gone fishing for mackerel you will probably be aware that on each line there are many hooks, this means every time you cast your line into the sea the number of fish you can catch is multiplied by the number of hooks on your line. There is a way that you can apply this technique to your marketing so that each campaign is aimed not just at one prospect but many prospects for the same price.

Imagine SuperCharging client meetings
I don't know if you have ever been in the scenario where you are about to walk into a meeting, you know that this guy you are meeting has the potential to give you an order that will take you to the next level.

Seth Godin Reinforces the Proper Sales Process
When I help companies with their sales process it always leads to: * shorter sales cycles as a result of the process itself * higher average sales as a result of the value added to the process * higher margins due to selling at their price instead of selling on price * selling last instead of selling first.

Show me the money! - Measure your value, or someone else will
Can you answer and back up the question “How much do you make or save me?” If not, you are not measuring or proving your value. Buyers have no time for unsubstantiated declarations of value. Understanding how to create, deliver and prove value can turn small companies into large ones and large ones into giants.

Entering the ‘go-go’ zone with your eyes wide open

The Go-Go zone is that place a business can find themselves in that sounds like heaven. In reality, it is more often hell. It is the place where you have more business than you know what to do with, where it is all you can muster just to get orders processed and shipped. Keeping customers happy gets left by the wayside. This article is my effort to help you understand the pitfalls of this seemingly idyllic situation, and help you prepare for it if and when it occurs.

Why Most Coaches Are The Gray Suits in the Sea of Sameness
Google the word executive coach and you will find a plethora of websites. Given that executive coaching is still a growing industry, one would think that these coaches would have more business than they could handle. However this is far from the truth. So what is the real problem? If you are interested, read on.

New Metrics for the Sales Force - Unusual Thoughts for Unusual Times
More is less - you will close more sales if your salespeople book fewer appointments but concentrate on more quality appointments. Quality is not how well your salespeople are received, it's the fit and need of the opportunity.

Newest PI Sponsor Receives Patent That Will Forever Change The Software Vendor Landscape (e-LYNXX Corporation)

In an upcoming profile article I will be be reviewing the value proposition of the e-LYNXX organization. What will make this particular profile unique is that e-LYNXX recently received what has been described as a “landmark competitive procurement patent,” for a revolutionary methodology that will have a significant and far reaching impact on the supply chain industry as a whole, including tier one vendors such as Oracle, SAP and Ariba.

Launching a New Nontraditional Offering
KLA is often introduced to companies that want to launch a new offering outside their traditional suite of products and services. These companies have developed a valuable service, but aren't sure how to generate awareness and drive leads with their customers and prospects.

How to Gain Access to that Executive You Simply Must See
To get in the door in new accounts at the executive level, you must first establish your value with the executive. There in lies the challenge.

"You don't know what you've got till it’s gone"
In times like these it becomes even more important than ever to hold on to our existing clients. Everybody knows the costs of customer acquisition. Here are some helpful hints

Increase Sales Jumpstart Your Lead Generation
Are you getting the sales you need? If not, consider diversifying your lead generation techniques. Cold calling and direct mail are common approaches to lead generation however there are many other ways to make your leads flow.

Is Email Hiding Your Personality?

Email is so much easier to use for prospecting than the phone. You can write it at any time day or night. You don't have to worry about being hung up on and you won't catch your client "at a bad time." But it's also easily deleted with no response. When you put yourself into your email, your chances of getting prospects to respond escalate. You stand apart from the other sellers who blend together as Inbox clutter.

Developing a Value Proposition
This article provides detail concerning the development of a Value Proposition. Value Propositions are an internal tool to assist organizations in the creation of their communications. By recognizing what the organization does well that is recognized by the customer the Value Proposition serves as a guide for more meaningful contact with the customer.

Marketing is about Differentiation
Without a differentiated service, your service becomes a commodity because you become subject to the market, and vulnerable to someone else with a lower price. To command a higher price for your service and maintain superior profit margins, you must differentiate your service and provide more “perceived” value.

Sales and Marketing - Align, Define and Make Money
Too many sales and marketing departments in corporate America are misaligned (even though the two departments share the same corporate office). Here are 6 key areas of misalignment to fix quickly before you lose more clients and money.

Lead generation as an expression of your brand
If your brand is the whole experience of “doing-business-with” your company, then it follows that the outbound prospecting and lead generation you do should be an expression of your brand.

The IACCM Global Collaborative Platform: Delivering The Power For Change (IACCM Profile)

“The International Association for Contract and Commercial Management (IACCM) is a non-profit foundation recognized as the international authority on the role of contracting and Commitment Management in the global networked economy. A leader in research and innovative learning techniques, IACCM works with corporations, public and academic bodies to provide thought-leadership and understanding of “best practice” contracting and relationship standards. IACCM defines organizational models and skills to ensure integrity, trust and the collaborative trading relationships that are necessary to support the continued development of the global economy.” From The IACCM web site

Move from Mild Success to Wild Success
Referrals, Repeat and Reactive new business is the revenue base that funds your current company. With that being the case, what is the funding mechanism that fuels your future growth potential?

Value Over Price Preserves Profitability
One way to add value inside of this business equation is to buy a customer's business by offering the lowest Price. You already know that may get you a short-term sell at the expense of short-term and long-term profitability. But, there are more profitable ways to create Perceived Buyer Value, beyond under-cutting your competitor's price.

Overcoming the challenges of an ineffective RFP process: Improved collaboration through intelligence synchronization (QStrat Profile)

I have had close to 30 reader responses to my recent posts on the utilization of the RFP or e-tendering process for the acquisition of goods and services. While there have been successful demonstrations of its utilization relative to MERX (MERX: An Evolution to a Broader Market), and of course the Commonwealth of Virginia’s eVA program (Yes Virginia! There is more to e-procurement than software), the majority of respondents do not view the current process has being effective. (Note: links to the above referenced articles are available through the Web Resources section at the conclusion of this post.)

The Web 2.0 Association: Reader Response (CPPC-CCMP Profile)

Response to our recent sponsor profile articles is quite active with the posting on services procurement garnering more than 20 comments. As is our normal practice, I am more than pleased to share these comments with you starting with the feedback that was received from a supply chain professional in Panama regarding the August 20th post titled “The Web 2.0 Association: A Dynamic Engagement Between Stakeholders Sharing the Same Interests and Goals.

The Web 2.0 Association: A Dynamic Engagement Between Stakeholders Sharing The Same Interests And Goals (Canadian Public Procurement Council Profile)
Traditional membership models for many associations have become somewhat stagnate in that they are not effectively aligned with the emerging Web 2.0 world of dynamic engagement between stakeholders sharing the same interests and goals. According to CPPC-CCMP President Kathleen Muretti, recognizing and responding to this changing landscape is a key tenet of her council’s value proposition.

The Disconnect between the Procedural Demands and Operational Requirements of Effective Contract Services Engagement

“You take what you can get in order to pay rent, buy food, she explains. If you can find a group that might have potential for hiring on permanently, you take the risk of staying around and putting in a lot of hours, proving yourself to these folks. She says she has been in several Microsoft groups that wanted to hire her but couldn’t because, she was told, the group lacked head count or had a hiring freeze. So, she says, you continue to be a contractor. Working holidays. Or just simply eating the time. Or even making up time when you get sick.

Publish a Book and Leave Your Competition Behind
By writing a book, you fit all the pieces of your expertise neatly into place. Your insights and lessons learned combine to fill your book’s pages resulting in an alluring record of your current value proposition. While much of this can also be said about writing articles, a book ups the ante, strutting your stuff thoroughly, glamorously and uniquely.

HOW TO CREATE A BRAND ONE PROSPECT AT A TIME

By Robert Croston Having spent longer than I care to admit pursuing traditional brand development through advertising, I recently became fascinated with the prospect of building brands using direct response marketing and lead generation activities. (I wonder what my colleagues at the ad firm would think if they knew!) Traditional wisdom has always told us marketing types that our marketing communications are either 1) emotionally oriented and image based OR 2) direct oriented and response based activities. You simply can't do both at the same time. Or can you?

IS THERE ANY VALUE IN YOUR VALUE PROPOSITION FIVE TIPS FOR COMMUNICATING THE REAL VALUE OF YOUR SERVICES
By John Doerr Are You Different? In the course of my work with all manner of professional service firms, I hear a very common lament. “We are becoming a commodity. The prospects just seem to buy on price. We are really good. How can I possibly separate myself from the crowd?” My usual response is, “What can make you special? Why are you different?”

Disconnected Marketing in a Connected World

Many executives have an uneasiness about marketing they find difficult to articulate. In many companies, marketing is a group of "creative" people who spend lots of money on projects that have no measurable return on investment. They are a necessary evil rather than a source of competitive strength. If you share this sense of disdain, this article may help you articulate what you are feeling and provide some real answers to give you some direction in dealing with it.

4 Advanced Cold-Calling Techniques
The better you are able to define your target market and more knowledge you have about the prospect’s business, the greater your chance of success when cold calling.

Million Dollar Customer Loyalty Lesson That CEO Entrepreneurs Can Learn From the Royal Wedding
See what your prospects and customers think of you. Is it consistent with your brand image? Have a clear understanding of what your organization is all about and what your value proposition is...

How to Expand Your Referral Base
Everyone talks about the importance of networking. But, do it the wrong way or talk about the wrong things, and you'll do more harm than good for your company and your promotions. Here are some tips to get the most out of any networking event, and walk away with more than just a stack of business cards.

Who Are Your Buyers and Who Feeds Them

Once you have the overall industry landscape figured out, the next step is to go deeper and describe who the buyers, suppliers and distributors are, and what drives them. This is the food chain that some researchers refer to. Start with the buyer; your customer. Within a company, who is the buyer? Is it a CIO? Is it a VP of service? Is it the purchasing manager? Is it the buyer for a retail store? Is it the VP of development? Whoever it is, describe the buyer's recognition of the problem you solve, the criteria that will be used to determine the purchase, the likely availability of resources to support the purchase, and the decision process that you will be confronted with.

Secrets to Building a Personal Brand
Today's competition requires that people know you better if they want to do business with you. Personal Brand is that secret method that gets you more clients and gets you to retain more clients. Find our how!

After the Show What Will You Have to Show for It
Brand Communications Beyond the Booth™ Taking a booth at a trade show is as much a risk as it is an opportunity.

Is the Government of Canada's Shared Services Strategy a Threat to Small Business (Survey Result 1)
Many key stakeholders both within and external to the Government of Canada (GoC) see a shared services strategy as a threat to the Small-Medium Enterprise community? Do you believe that the current GoC shared services is a threat? If yes, why? If no, why?

Part II: Can LinkedIn Increase Your Sales?
In Part II of this series, eight people share how they use LinkedIn to connect, create sales, and more. For those of you still trying to decide if it's worth your time to be on LinkedIn, it's an eye-opener. For those of you already on LinkedIn, you'll discover great strategies that you might never have thought of on your own.

What did you learn from the last sale you lost?
Your ability to be professional and appreciative in listening to what the customer shares with you will help ensure you have a good relationship going forward with that person.

Strengthening Your Value Proposition
Running a business can be tough and it’s been especially tough over the last few years as companies all over the world struggle to come to terms with the new, down-sized and altogether more cautious economy.

Are you ready for your game plan?

A 75 and 25 year old men were sitting on a bench watching a ball game. The younger one looks at the elder and with a pompous attitude, asks him the following:” I am 25, my generation built Apple air, IPods and PDA’s”. What did your generation build? The older man turns his head and with simplicity, replies:” I am 75, my generation built the Computers that helped you build the Apple Air, IPods and PDA’s”.!

The Importance of Internal Branding to Support Exceptional Customer Service
Derek Stockley identifies the growing importance of internal branding. The brand informs prospective customers and customers of your value proposition and distinguishes you from your competitors. The brand should be consistent with what is delivered. It should be unique, memorable and distinctive.

How to Build a Marketing Message People Listen To

When professionals speak they must think in terms of marketing. Marketing is a process that enables you to engage individuals by sharing value based information that aid in developing relationship. Over the last 30 years one of the best methods for establishing this value is with an audio logo. Similar to the manner in which Coke or Nike uses logos to initiate and sustain brand, your audio logo can provide similar.

Cold Calling in Today\'s Marketplace

What is the problem with salespeople these days? The profession of sales begins and grows through learning and mastering how to increase the quality and quantity of new contacts in the marketplace. Here are a few words to help you get back in the game! For many sales people, the number one challenge that they have in their profession is prospecting or cold calling on the phone. There have been literally thousands of excuses developed over the years in order to avoid prospecting on a regular basis. And yet, probably the biggest factor in the growth of a salesperson's book of business and his or her career is prospecting.

Market Leadership
Learn how to become an effective leader in today's competitive market. And start by learning the 4 steps to achieving a customer centric oriented culture.

Book Review Madscam
George Parker’s very strong opinions on advertising are detailed in his latest book (subtitled “Kick-Ass Advertising Without the Madison Avenue Price Tag”). He rants about the way businesses generally do advertising, what’s wrong, and how to do much better (without spending a lot).

Can you get to ROI faster by slowing down your sales cycle?
Close more profitable deals by slowing down your sales cycle. When you try to close the sale too quickly, before earning the prospect’s trust, it generally becomes a price game – and that’s a hard one to win consistently.

PRODUCTIVITY, EFFICIENCY, EFFECTIVENESS, and FOCUS – Doing the Next Right Thing
There has been an exponential explosion of information available for increasing personal productivity, so much so that it’s become known as productivity porn (or, for those active on the Net and looking to avoid spam blockers, productivity pr0n). Productivity Pr0n consists of those techniques, tools, and all-out systems for getting more organized and maximizing personal productivity.

SEO Alone is Not Enough

Conversion is the key to online success. Is your website hitting the right notes with visitors? or could you offer a more valuable proposition? Getting the traffic is not always the hard part, it's what to do with it when they arrive that gets tricky. Make sure your offer covers the basic needs of your visitors, or you may find your clients seeking one of your competitors to find just that, a more competitive or sympathetic offer.

Book Review Innovation The 5 Disciplines for Creating What Customers Want
Curtis Carlson (president/CEO of SRI International) and William Wilmot (director of the Collaboration Institute) share their system for innovating in business. While the book is written for larger corporations, their message translate to all types of businesses.

The Seven Sins of Marketing & Sales

What if you could isolate the one thing that would make your sales soar? The challenge is in figuring out what that “silver bullet” actually is – if it even really exists. The reality is that, for the most part, it is a combination of factors, including the efforts of both marketing and sales that can increase or depress revenue results. By focusing on a group of factors, it is possible to improve results without having necessarily to reinvent the wheel or engage in expensive technology solutions in the name of change.

Against The Odds
Winning a competitive deal is not always easy.

Buying a franchise what to consider
There is more to making a decision to buy a franchise than to evaluate the proposition. Considerations on how to manage the options available to you.

Unique Selling Proposition Little Things Can Make A Difference
Your unique selling proposition defines you from the competition. In sales little things mean everything.

The Retail Jungle…where visions become real! (Part 3)
Packaging / promotional plan/ unique selling proposition more information to think about when launching a new product!

Need for Project Formulation
Taking a first look carefully and critically at the project idea. Assessment of the various aspects of an investment proposition.

Corporate Sustainability - What are you doing to be ready for the NEW ERA
The New ERA is here. Sustainability is the lens through which stakeholders will evaluate your business proposition and operations. Are you ready? How will you answer shareholders when they ask?

The Value of a Value Propostion
Understand how a value proposition can assist in promoting your business and positioning your company.

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