Value Selling Blog

Recently I read a MarketingProfs blog post reporting that business decision-makers are 10% more likely to consider B2B brands that consumers know and feel connected to.

The report, which was based on data from a survey of 9,500 global consumers and 450 business decision-makers, included some interesting charts and categorized companies in four ways.

• Known, but not relevant
• Highly relevant
• Limited relevance
• Not relevant

For much of his tenure at GE, Jack Welch’s famous mandate to every business unit was to be either number one or number two in their market. If you weren't meeting that standard, you were replaced.

I've worked with many clients to help them craft value propositions. One mistake they often make is to mistake quality for value.