You Have One Set of Values

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I received an email from a subscriber to my weekly newsletter. She was unhappy with something I’d written about my childhood, and she asked me to please limit my email newsletter to business-related topics. [You can read the post 7 Things I Was Never Allowed to Do for yourself. … [Read more...]

Why You Are Struggling With Price

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Your competitors sell at a lower price. It’s tough to win when your competitors are willing to give away what they should be selling. But there is nothing you can do about your competitors. If this is your struggle, one or more of the following four reasons is the root cause of … [Read more...]

Four Diseases That Weaken Leaders

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Here are four diseases that weaken leaders and damage their ability to produce results through others. Inability to Control Your Own State: If you want to prove that you have no real power, lose your temper and fly off the handle. An inability to control your own state is a sign … [Read more...]

You Get What You Pay For. More Or Less.

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Cheap isn’t about value creation. It’s about the absence of value. It’s true that some segment of customers, regardless of any protestations to the contrary, uses price as their primary decision-making criteria. All things being equal, they’re right to choose price. But all … [Read more...]

Stop Competing Against Transactional Value

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This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. If you are competing by creating a higher level of value, then you can’t try to … [Read more...]

Are You Busy Or Are You Getting Things Done?

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There is a difference between being busy and getting things done, and it is important to recognize the difference. You can be very busy responding to your email, responding to voice mail, and helping other people with their urgent priorities. You can also be very busy cleaning … [Read more...]

Stop Being Transactional and Start Being Consultative

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Stop trying to sell product and start focusing on how you help your client with business outcomes. Stop trying to talk features and benefits and start developing the business chops that is business acumen and situational knowledge (You need to sound like you work in business, … [Read more...]

The Limited Value Of An Email

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It takes a lot of email messages to make up a single telephone conversation. I don't have a mathematical formula, but my guess is that if the conversation is of some small importance, 11 email messages may make up a single, short telephone conversation. If the conversation is … [Read more...]

You Are Already An Expert At Writing a Value Proposition

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You are already an expert at writing value propositions. Over the course of your lifetime you’ve written thousands of value propositions. Well, to be honest, you didn’t actually write these value propositions. But rest assured, you did create value proposition. Let’s look at … [Read more...]

Your Client’s Value Lens

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Your dream client views the world through their own lens. They see the world through the framework of their industry, their business model, their own business, their challenges, their opportunities, and their experiences. The individual stakeholders within their company each have … [Read more...]