Comments on: Getting top dollar depends on first determining who values your solutions most http://www.bbmarketingplus.com/blog/2008/11/17/getting-top-dollar-depends-on-first-determining-who-values-your-solutions-most/ Attract better business, shorten the sales cycle, and accelerate revenues Mon, 22 Feb 2010 23:58:35 +0000 http://wordpress.org/?v=2.9.2 hourly 1 By: bbmarketingplus http://www.bbmarketingplus.com/blog/2008/11/17/getting-top-dollar-depends-on-first-determining-who-values-your-solutions-most/comment-page-1/#comment-38 bbmarketingplus Thu, 20 Nov 2008 21:24:33 +0000 http://www.bbmarketingplus.com/blog/?p=56#comment-38 Thanks for your comments. Marlene, I like your comment about new uses for old value propositions. It's sort of like a used car, maybe you can sell it to another company who can drive it for awhile. If it's really outdated, perhaps your key competitors would be interested....? :-) Bill, I saw some survey results yesterday that said that only 18% of companies do win/loss reporting and analysis. Just think about how much money they're leaving on the table and how many opportunities they could be missing because they're not fully capitalizing on information that they either already have or is relatively easy to get! Thanks for your comments.

Marlene, I like your comment about new uses for old value propositions. It’s sort of like a used car, maybe you can sell it to another company who can drive it for awhile. If it’s really outdated, perhaps your key competitors would be interested….? :-)

Bill, I saw some survey results yesterday that said that only 18% of companies do win/loss reporting and analysis. Just think about how much money they’re leaving on the table and how many opportunities they could be missing because they’re not fully capitalizing on information that they either already have or is relatively easy to get!

]]> By: Bill S http://www.bbmarketingplus.com/blog/2008/11/17/getting-top-dollar-depends-on-first-determining-who-values-your-solutions-most/comment-page-1/#comment-37 Bill S Thu, 20 Nov 2008 20:32:21 +0000 http://www.bbmarketingplus.com/blog/?p=56#comment-37 You make a great point about the need to examine your sales and find out which are most profitable. A firm can look at market segments, customers and products/services and see what is currently most profitable, and if anything is only marginally profitable. A company might be able to find some extra margin this way. This is a useful first step but doesn't get outside the current situation to find truly new opportunities. That's why your advice to do the more open ended research is spot on. You make a great point about the need to examine your sales and find out which are most profitable. A firm can look at market segments, customers and products/services and see what is currently most profitable, and if anything is only marginally profitable. A company might be able to find some extra margin this way.

This is a useful first step but doesn’t get outside the current situation to find truly new opportunities. That’s why your advice to do the more open ended research is spot on.

]]> By: marlene g-c http://www.bbmarketingplus.com/blog/2008/11/17/getting-top-dollar-depends-on-first-determining-who-values-your-solutions-most/comment-page-1/#comment-36 marlene g-c Thu, 20 Nov 2008 20:11:46 +0000 http://www.bbmarketingplus.com/blog/?p=56#comment-36 I think your recommendations are right on target, especially during these current economic times, when some might be forced to find new uses for old value propositions. I think your recommendations are right on target, especially during these current economic times, when some might be forced to find new uses for old value propositions.

]]>