By: Marty Neumeier Building a Brand: Navigating the Clutter Building a brand today is challenging due to information clutter, and Marty Neumeier offers a solution with 17 steps. First, he defines a brand as “a person’s gut feeling about a product, service, or company,” emphasizing others’ perceptions. Brand-building is about forming tribes based on trust,…
By: Jay Baer The Evolution of Marketing: Acknowledging the significant changes in marketing over the past few years, Jay Baer emphasizes the shift from traditional top-of-mind awareness strategies to the current challenge of reaching scattered audiences who are harder to engage. Baer proposes two choices for businesses: being disproportionately amazing, interesting, human, wacky, or timely…
By: David Sandler Introduction In 1966, David Sandler revolutionized sales with his unique approach. Struggling as a young salesperson, he abandoned traditional methods and created the “verbal contracts” of his 7 Step System for Successful Selling. Grounded in psychology, Sandler’s system remains effective today. Strategies for Success: Dummying Up Successful salespeople employ “dummying up,” resembling…
By: Keith Pigues Discover: Uncover the Value (Metric and Preparation) The first step, Discover, involves understanding the value your business brings to your customer. The authors introduce the Differential Value Proposition (DVP) as a measurement tool, combining unique attributes and their impact on customer profitability. By preparing with a hypothesis for value attributes and profit,…
By: Mark Bowden Introduction: Communication Is More than Words Communication is a nuanced dance between words, body language, and emotions. The impact of a message extends beyond verbal content; it’s deeply intertwined with non-verbal cues and the emotional atmosphere it creates. Mark Bowden’s insights in “Winning Body Language” emphasize the pivotal role of body language…
By: Tom Searcy and Barbara Smith In the quest for transformative business deals, lessons from ancient Inuit whale hunting provide a strategic approach. Lesson #1: Know the whale by charting competitive waters and creating a target filter. Lesson #2: Send out the scouts and compile a “whale chart” with detailed information on potential companies. Lesson…
By: Adam Penenberg Viral Business Foundations: Adam Penenberg delves into the concept of building a “viral business,” emphasizing that it’s more than just crafting a viral video. Drawing from historical examples like Tupperware, he highlights the essence of incorporating virality directly into the product, exemplified by Hotmail’s strategy of user-driven growth. Tupperware’s Pioneering Virality: In…
By: Tom Hopkins Ben Katt **Unlocking the Secrets: When Buyers Say No** Introduction: Facing Rejection in Sales In the world of sales, rejection is inevitable, but “no” doesn’t always mean the end. Tom Hopkins and Ben Katt, authors of “When Buyers Say No,” reveal eight reasons behind a prospect’s “no” and provide insights on turning…
By: Alexander Osterwalder Understanding Customer Jobs: The first step in achieving product/market fit involves understanding the jobs your customers are trying to accomplish in their work and lives. These jobs could be functional, social, or emotional. It’s crucial to grasp these jobs in your customers’ own words, as the language they use is key to…
By: Scott Stratten Becoming a Recognized Expert: To transform your business using the combination of the “Hierarchy of Buying” and social media, start by positioning yourself as a recognized expert. Deep expertise in your field is crucial, and then focus on creating traction, building momentum, and expanding your platform through consistent and strategic use of…
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