value Archives - Page 5 of 13 - Wakeman Consulting Group

Overcoming “The Differentiation Gap” In Your Sales and Marketing

January 10, 2018
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Last night I did a seminar for a small group of small/medium size law firm principles. It was quite an enlightening experience for me because I realized that one of the biggest gaps holding back many SMEs in any professional service firm is “The Differentiation Gap.” We can define “The Differentiation Gap” as the […]

January 1, 2018
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I’m not sure how long Chris Brogan has been doing his 3 words to focus on each year, but it is something that I have used in the past and liked it way more than any kind of resolution. Why? Because having points of focus is much better than having some arbitrary “resolution” to […]

December 4, 2017
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I wrote a long blog on LinkedIn today about price not being the reason that tickets aren’t selling the way that organizations want them to. I think in most cases salespeople and marketers will fall back too readily on the idea that price is the real objection and that the quickest way to win a […]

November 2, 2017
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Here’s the tl;dr version: Your long-term goals for revenue begin with 3 things: A strong plan focused on where you want to see your organization grow. A value proposition that combines the value you want to create for your customers and a focus on the people that can use the value and will pay for […]

October 24, 2017
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The key question that we should always ask ourselves when undergoing a marketing analysis or a strategy session is pretty simple: “Do we know who our customer is?” In most cases, the answer is “no.” There are often numerous reasons for this, least among them: The business has been taking the wrong stance when trying […]

Is Your B2B Marketing Focused On Value, Or What?

A lot of times marketers think that all marketing isn’t the same. In some ways, we dump B2C in a different bucket than B2B marketing. The thing about it is that no matter what you are selling or marketing, you can know for sure that there is one thing that is consistent: all marketing […]

10 Things To Think About In Your Marketing

When we set out to market anything, we need to make sure that we have a pretty strong POV about what we need our marketing to say and do for us. To help you facilitate that thinking, here are 10 things that you need to think about when you are thinking about your marketing. […]

value

Overcoming “The Differentiation Gap” In Your Sales and Marketing

My 3 Words For 2018

Price or value…

You Are Always Moving Towards The Long-Term…

You can have price or quality? Which do you prefer?

Is Your B2B Marketing Focused On Value, Or What?

10 Things To Think About In Your Marketing

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