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The four power steps to the ultimate pitch perfect value proposition

On the surface, value propositions seem incredibly straightforward. But it actually requires a lot of thought, research and market observation to get it right. This messaging needs to clearly and simply explain what your business does for your…
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Why I hate sales people

• you pretend to know me because you googled me • you contact me only when you need something • you waste 30 minutes of my time with an archaic needs assessment, when all you need to do is ask four questions at most • you…
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The cost of differentiation is a cup of coffee

You want people to evangelize your product or service, right? You’d love to see your brand splashed all over social media and the blogosphere, maybe even wsj.com, correct? Differentiation can be created and your story shared for as little…
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Nine things they don't teach you in business school, one of which may shock you

I recently published my first e-book, Nine Things They Don't Teach You In Business School. I've been making it available to new go to market guy subscribers. However, many of my existing subscribers have been asking for the book as well. So,…

The five most important pieces of business advice I have ever received.

1. Hire slowly, fire quickly. I'm not saying I enjoy firing people, in fact it's one of my least favourite activities but I’ve never regretted firing anyone and I’ve fired a lot of people. What I regret every time is how long it took me…
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The four customer needs and the one way to deliver an outstanding customer experience

“I genuinely believe that any business can create a competitive advantage through giving outstanding customer care.” – Gary Vaynerchuk When I travel it can be stressful. When I am planning a major purchase in can be scary. When…
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Three people that made me want to rip my face off.

TD Bank call centre representative: “I'm sorry sir, but our policy is to charge $10 to send you a copy of the cashed cheque you are looking for.” Me: “I understand that it is your policy, but as I explained, my monthly fee that your…
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The most important go to market strategy that most companies ignore.

There’s one way to create a strong competitive advantage that most companies ignore. It’s not customer segmentation and it’s not a well thought out pricing strategy, although those are important. It’s not company culture or service…
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There are only two types of sales

Don’t you feel lost sometimes when you are trying to convince someone to do something? It can be stressful because you put a lot of pressure on yourself. But, once you realize everyone is selling something and that you are either selling something…
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Four ways you are screwing up your personal branding

Everything you say and do impacts your personal brand. I should know, I've screwed up many times with things I've said. Email - You are either not using your out of office auto responder at all or when you do, it says something like this one…