Strategy

Business Success

The key to small business success is simple to understand, but not always easy to do. The 4 keys to business success are: 1) Solve an annoying enough problem for customers that they’re willing to pay money to solve it, and want to solve it right NOW The is a subtle, but arguably profound point. [...]

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Unique Selling Proposition vs. Market Differentiation

One of my readers, Tony, asks the following question: Is market differentiation the same as “Unique Selling Proposition”?  If not, what’s the difference? Let me start by providing some context. The term “Unique Selling Proposition” (USP) is a term used by advanced marketing professionals that basically states every advertising campaign must explain what’s unique about [...]

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Finding Hidden Pockets of Revenue Growth

The last month has been such a whirlwind of activity for me. In addition to working with existing clients many of whom are having record sales years, I’ve been working with several new clients getting them ready for having a big year in 2010. In addition, I’ve been doing the road warrior thing giving speeches [...]

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How to Sell Ice to Eskimos

In this video, I give my commentary on the old phrase “How to Sell Ice to Eskimos”. Don’t forget to add your comments, using the comment form below.

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How to Find Your Core Business

One of the keys to surviving a recession is to figure out what your core business really is. Who are your best customers? What does your business do much better than others? Once you figure out your “core”, focus on it like crazy. Here’s why this is a good idea. In a recession, there is [...]

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