Achieving Business Excellence with John Spence

Top Tiebreakers from Joe Calloway

Here’s the toughest question in business:  “Why you?”

In a marketplace where customers see sameness everywhere, we’re all just a commodity.  A pound a nails.  All you can do is play the price game.  Unless…you’ve got a tiebreaker.  Better still, a bunch of tiebreakers. Whether it’s a new prospect you’re trying to win or a long time customer that you want to keep, you’d better have tiebreakers and you’d better be using them now. Continue reading “Top Tiebreakers from Joe Calloway” »

Do You Truly Add Value?

When times were good and money was flowing fast it was easy to generate business without a high level of differentiation or an incredibly strong value proposition. But now that the economic times have gotten tougher and every business and personal consumer is carefully considering how to spend their dwindling resources, unless you can clearly show that your business adds real value to the customer… you’re going to have a really hard time finding any customers! Continue reading “Do You Truly Add Value?” »