What is the difference? Which is more important? How much does it matter? At some point - maybe working on your website, or hiring your first marketing agency, os responding to a client request - you have been confronted with the battle between features and benefits.  And perhaps a debate about which one is more…

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We are all sales people.  Not according to our job titles or our job descriptions. But the reality is: we all have to be finding and bringing new clients to our businesses.  Whether you are the business owner or sales person specifically, if you play any role in developing new business, these five truths apply…

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From a recent conference presentation I gave: Business Launch Masterclass. Note: this was my colleague’s phone set on a tripod, not the official event video. Thus you will have to raise your volume and excuse me going off screen occasionally. Find all my Udemy courses

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A comment I have heard in at least four different conversations over the past couple of months: “I sell peace of mind”.  The four people who said this were: an attorney, a beauty salon owner, an auto mechanic, and a doggy day care owner.  But they all sell the same thing… or do they?  What…

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Your Ideal Client – as we determined in last week’s post – needs exactly the solution you provide. (Their need matches your service).  That post covers half of the matter… ok, maybe ¾ of it… the point is: it focuses only on the client.  But let’s face it: you have to serve the client. You…

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Might have red hair, or be a company with fifty employees, or drive a Honda. Your ideal client might have a certain job title, be in a particular marital status, have a particular responsibility. Different companies and products will have different essentials to describe their ideal clients. Each list of “must-haves” and “nice-to-haves” will be…

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Last week we took a close look at enterprise sales and the various level of customers within each client organization.  This led us to Educational Sales. But what is educational sales? And how do you do it? Why educational sales B2B sales will always be decision by committee. And not all people involved in the…

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A recent project I had included writing a sales strategy for a company that sold an outsourced business service to larger business clients. In other words: B2B service sales. The trick was: their target clients were companies who did not currently have this function in house. Hence their need to buy an outsourced solution. Many…

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value proposition

Last week we looked at how price and service are intrinsically linked, because service determines value and price is the manifestation of value. Value is a key area where my business mantra applies: It’s not me, it’s you.  There are two key things to know about Value: It is subjective It is what clients buy,…

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