Why Companies Buy Products and Services from a Value Brand

Many Who Claim to be Value Buyers Don’t Pass the Test

Not all buyers are value buyers even though they claim to be.  Some buyers acquire prestige and others procure performance while price shoppers are always negotiating.

Value buyers fear losing what they've worked so hard to create but also want to continuously improve image, productivity and financial results while confidently managing the associated business and personal risks.  They make price/performance decisions based on the perceived or measurable worth of the product or service.

Value Buyers associate your higher than median price with the measurable value you offer.

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Please stay safe and protect others.

John Bernardi

Is There a Role for Golden Spike Hunting in Your Company?

Golden Spike Strategy Fosters Sustainable Growth

BizD Rainmakers Hunt for Golden Spike Opportunities

Golden Spike hunting helps companies expand into new markets, develop new products or services and further penetrate existing markets through large sales of slightly modified existing products and services.  The ability to find, nurture and manage Golden Spikes requires patience, diligence, peripheral vision, business acumen and insight, and exceptional time management.

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Thank you for taking the time.

John Bernardi

Tips for Fine Tuning Your B2B Strategy – Issue #3

Support Your B2B Strategy With a Portfolio of Smart Tactics

Leaders avoid status quo thinking.  They continuously apply ideas for elevating a feature of their business to the next level.  This issue offers new ideas for you to consider in nine "smart tactic categories".

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By John Bernardi

Marketing Dashboards Provide a Real-Time View Into the Health of Your Marketing Programs

Marketing Dashboards: Real-Time View of Leading and Lagging KPIs

Individuals, Teams, Managers and Leaders Focus on Keys to Success

Dashboards are displayed on desktops, tablets, smart phones and wall mounted monitors.  Leading KPI metrics drive action during a program or campaign.  Lagging KPI metrics provide information to be leveraged when creating the next plan, process, program or campaign.

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By John Bernardi

Strong Leaders Are Interruptible

Many Benefits to Being Interruptible

Strong leaders are interruptible even when they're heads down doing something urgent or important.

Being interruptible [with a smile] does two things to strengthen your leadership position. 

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John Bernardi

The Power of Indirect Marketing

The Power of Indirect Marketing

Indirect marketing attracts buyers who are apt to enter your sales funnel as sales-ready leads with rapid velocity towards closure and costing much less than direct marketing.

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Regards,
John Bernardi

Unique Value Proposition Converts a Sales Proposal to a Business Proposal

A Profitable Sales Proposal Has an Excellent Executive Summary

After a lead has been nurtured to sales-ready status, the right steps are taken by the sales team to move it through the funnel.  They begin proposal discussions early, but only present their proposal when they are positioned to win politically, technically and financially.  Otherwise, they’ll join a pool of sameness and compete on price instead of leveraging the business advantages to be gained from their solution.

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By John Bernardi