The Sales Blog
Everything matters. If you own a restaurant, the value that you create isn’t found only in the food you serve. It’s found in all of the little details. It’s found in your service. It’s found in your decor. It’s absolutely found in the cleanliness of your restaurant. … [Read more...]
Bob Burg is a sought after speaker for corporate and entrepreneurial events. He has authored four books that have sold over 250,000 copies each. Bob is also a defender of free markets, and we share a lot of beliefs when it comes to economics, how value is created, and how value … [Read more...]
A lot of companies need to be more profitable. They struggle to capture some of the value that they create. So they take other measures to be more profitable. The easiest of all measures is to cut costs. The Easy Road (to nowhere) It's easier to push your partners for lower … [Read more...]
It’s difficult to overthrow the status quo. People don’t change without good reason. The kind of gaps that give rise to change can be negative or positive. The survival of the company is the greatest possible dissatisfaction and threat a business will ever face. That's … [Read more...]
“Hooray! We can have the business if we match their existing supplier’s price.” Why would you ever have to match your prospect’s existing supplier’s price? Why would your prospect be compelled to change if they didn’t believe some better result was possible? And if … [Read more...]
End Users Stakeholders For the end-users of your product or service, the value created is that your widgets (whatever they are) actually perform well. End users also value good support and service. Even if you can create a higher level of value for their organization, if you … [Read more...]
You can stop chasing the bottom now. You found it. You can't afford to cut your price anymore. You can't afford to make a less money than you're making now. You already can’t afford to deliver and execute on the promises you made. You don’t have the necessary profit. You … [Read more...]
Leaving A Trail of Negativity Behind You