THE VALUE CREATION BLOG

Why Your Largest Clients Are Not Always Your Ideal Clients

When you hear the words Ideal Client, what do you think of? Many entrepreneurs, sales professionals, and marketing leaders immediately think of their largest client. However, in many cases the Ideal C... ...more

Strategy ,Marketing &Sales

March 13, 2023•4 min read

MBWA-Marketing by Wandering Around

Marketing can support sales by getting out of the office and listening to what’s happening in the field. Tom Peters, author of the classic, In Search of Excellence, called this MBWA: Management by Wan... ...more

Marketing

February 20, 2023•3 min read

Three Powerful Ways Marketing Can Help Sales Drive Revenue

Traditionally the sales team has looked to marketing to send over leads. However, there are many more ways that marketing can support sales to drive revenue. Here are three you may not have considered... ...more

Marketing

February 13, 2023•3 min read

Should You Use the R-Word In Your Marketing and Sales Messages?

These days you see the R-word (recession!) in more and more sales and marketing headlines. In this article, Darrell Amy shares a better alternative and offers some ideas to create more relevant messag... ...more

Marketing ,Sales

January 31, 2023•6 min read

A Better Alternative To the Buyer’s Journey?

What if the way we think about Buyer’s Journey is upside down? Smart marketing and sales teams collaborate to map out the buyer’s journey, thinking about how they can provide the right information to... ...more

Marketing ,Sales

May 16, 2022•2 min read

The Number One Way Marketing Can Help Sales Win

Let me cut to the chase: the number one way marketing can help sales win is by interviewing clients and creating insightful case studies. ...more

Marketing ,Sales

March 11, 2022•3 min read

Why People Buy and How To Get Them To Buy More

Why do some buyers enthusiastically say yes to your offer while others simply shrug off your proposals? Why do many of your customers buy one of your products but seem to ignore your cross-sell effort... ...more

Marketing

February 10, 2022•5 min read

How to Soften Price Increases by Creating a Fallback Option

When faced with a price increase, clients may feel backed into a corner with only two options. One option is to take the price increase, sacrificing somewhere else in their budget. The other option is... ...more

Strategy ,Marketing

February 03, 2022•4 min read

Creative Strategies to Increase Price

Increasing costs require many businesses to raise prices. Rather than just raise prices, what if you could take a strategic approach to cost increases? Following are ideas to get you thinking creative... ...more

Strategy ,Marketing

February 02, 2022•4 min read

The #1 Challenge For Sales and Marketing In the Next Decade

Trust removes the friction for deciding to become a client. Loyalty removes the friction for continuing to be a client. ...more

Marketing ,Sales

August 02, 2021•4 min read

Why Paying Attention Is the Key To Effective Marketing and Sales

The most important role of marketing and sales is to pay attention to the outcomes that prospective clients want. This is also the most neglected part of the marketing and sales role. Now, more than e... ...more

Marketing ,Sales

June 08, 2021•3 min read