With every criticism, there’s usually an opportunity waiting just around the corner.  So many times we let comments discourage our business vision, our business dream, our forward momentum.  But in reality if we listen closely it is an opportunity blowing in the wind and all that we need to do is simply readjust our sail.

Below is an excerpt and a link to the full article.   
- - Thanks, Neal Odom

Lessons learned from a decade in the ice cream business
Reflecting on the challenges and sacrifices needed to get her business off the ground, Natasha Case, co-founder of Coolhaus, explains the lessons she has learned along the way. It's important to ask for help when necessary, stick to your vision and recognize that your management style may evolve over time.

IT’S IMPORTANT TO STAY TRUE TO YOUR VISION
I wish had known when I started just how powerful and important your vision and the spirit of the company is. There’s often a middle stage in growing a business where you start to peel back a little bit. For example, the more your business grows, the more voices you start to add into the mix, whether they’re partners or investors. Sometimes, your instinct is to distance yourself from the startup character that got you started. But there’s so much power in that true origin. If you want to build a long-lasting company, you need to remind yourself every day why you’re doing what you’re doing. It doesn’t matter how big your company gets. Your why should be consistent.

Read the full article, click - - https://www.fastcompany.com/90362138/ive-been-running-an-ice-cream-company-for-ten-years-heres-what-ive-learned-about-life-and-business

​Getting prospects and customers to understand the value you are delivering for a price point is key to winning a customer.  So many times we hold VALUE back to the last part of the discussion.  Yes, you certainly have a fantastic product/service but you've got to do a great job of communicating value relational to price.  The prospect/customer needs to know and understand the additional value you will deliver.  

Sean McPheat does a good job of illustrating this idea.  Below is an excerpt and a link to the full article.   
- - Thanks, Neal Odom

How To Build Value Before Having To Add Value
Written by Sean McPheat

How many times do you ‘hold something back’ so you can surprise the prospect with that little extra to encourage them to buy? We sometimes cause ourselves problems here, because the prospect may be wondering what else might you be holding back, and have they really got everything they could from you?  Something to try might be to add value up front.

By offering extra value before they have to commit to a decision, it makes the prospect feel they would be missing out if they didn’t go with you. Then you don’t have justify a higher price than your competition by adding on the extras; they have seen the value of your offering before you even start talking about price.

Read the full article, click - - ​https://www.mtdsalestraining.com/mtdblog/how-to-build-value-before-having-to-add-value.html

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​We have all been caught in a sales pitch that just would not end.  You have to love the enthusiasm and passion the sales person has for their product but you simply wanted to know what features it has, how much it cost, when they can deliver and then an opportunity to ask questions. 

Everyone is in sales; yes, all of us, regardless of what you do.  So let's all make sure we are using the best messaging when we sell.  Natalie Nathanson shares some good points we need to consider and then rework our sales pitch.  Below is an excerpt and a link to the full article.   
- - Thanks, Neal Odom

More Than Just Words: Demystifying B2B Messaging
By Natalie Nathanson - Forbes Councils Member

Start From 'The Other Side Of The Table'

Messaging is a make-or-break point in your marketing foundation. Often confused with "copy" or "content" (the specific words used in marketing material), in reality, messaging is the guidepost and framework for companies to articulate a cohesive, compelling and strategically crafted story to the outside world.

To set a solid foundation for successful relationships with customers and prospects, companies must focus on WIIFM: the "What's in it for me?" value proposition that elicits an emotional response from the audience. Put yourself in their shoes: Customers and prospects have everyday problems that impede their work. No one wants to feel alone in their struggle, and being able to evoke the satisfying "they get my pain and can help fix it" may sound simple, yet it is a powerful place to start.

​Read the full article, click - - https://www.forbes.com/sites/forbesagencycouncil/2019/06/14/more-than-just-words-demystifying-b2b-messaging/#6ec49ea91cec