blog all-the-levels-of-value-matter 
Iannarino
AUGUST 5, 2021
Outdated approaches to sales, especially during first meetings, all but ensure a bad first impression. The key to a good first impression is the ability to create value for your client. Success in a first meeting all but ensures a second one. The Gist: You never get a second chance to make a first impression.
Iannarino
JULY 31, 2021
But even if you don’t, take some time to read Measure What Matters by John Doerr, who Grove forced into sales. But even if you don’t, take some time to read Measure What Matters by John Doerr, who Grove forced into sales. Key Result Five: The total potential revenue from all new opportunities.
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Iannarino
JULY 9, 2021
The Gist: The decades-old stereotype of a high-pressure salesperson is no longer accurate. While some sales organizations still use legacy approaches, none of them are based on high-pressure sales. The greater pressure is internal, the result of a role that provides more autonomy and more responsibility for individual results.
Iannarino
JULY 25, 2021
He ended his comment with this valid point: “Value is not simply information.”. Because they know the value is not in the knowledge. The Gist: Too many salespeople still believe that consultative selling means asking the client about their pain. They may also need to hire people. This view has some more serious problems.
Search Engine Land
MAY 20, 2024
The Value Proposition Canvas is a tool designed to help businesses create value for their customers. However, I have found the framework incredibly useful for content ideation, with customer fit and value at the heart of the process (as it should be). It’s covered extensively in Strategyzer’s book “The Value Proposition Design.”
Search Engine Land
APRIL 4, 2024
Together, they make up the framework for a methodical analysis that covers all your bases and uncovers all the issues. They are, after all, different metrics measured by different tools, using different methodologies!) Mind all four primary metrics – clicks, impressions, CTR and average position – for each of the views below.
Search Engine Land
MAY 9, 2024
And like all new buzzwords, SEOs are throwing it around like we’ve just discovered fire. Why information foraging matters for SEO Recently, Google started discussing information foraging theory in their decoding decisions report (the messy middle). The new buzzword in SEO is information gain. But there’s a massive problem.
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