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Does vision ever take a day off?  The importance of share values and vision

Does vision ever take a day off? The importance of share values and vision

Does vision within an organization need to be tempered, does the role of vision ever stop or slow? Does forever need to reach into the future and push the envelope out of the current state? I believe continued, ever-expanding vision is critical if an organization is to create sustainable growth. To understand the need for pervasive vision, we must start with shared values. Let me tell you why. Values are those core motivators that reside deep in one’s heart and soul.  They show up sometimes as c...

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Speaking the right language? The importance of customer profiling

Speaking the right language? The importance of customer profiling

An important part of great marketing is speaking the right language! America tongue language open mouth. Studio shot. If you know who you are trying to reach with your sales and marketing messages, the next step is to figure out what language they speak. No, not if they speak English, Spanish, Chinese, Russian or French. That’s important, of course, but for the purposes of this discussion, we’ll assume you have that figured out. This principle is #25 of Valcort’s 35 Keys to Business Growth: “Cre...

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What are your New Year’s resolutions?

What are your New Year’s resolutions?

Do you make New Year’s resolutions? It’s a long tradition that doesn't’ seem to be losing steam.  Here are the top-10 New Year's resolutions from a recent survey of 2,000 people conducted for Inc. magazine: Diet or eat healthier (71%) Exercise more (65%) Lose weight (54%) Save more and spend less--my personal favorite! (32%) Learn a new skill or hobby (26%) Quit smoking (21%) Read more (17%) Find another job (16%) Drink less alcohol (15%) Spend more time with family and friends (13%) More from...

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Secret Spy? Conducting Competitor Research

Secret Spy? Conducting Competitor Research

It’s not difficult to find the opposite of customer-centricity. I found it while traveling in eastern Europe late last year, where many businesses still—after 50 years of official communism followed by 25 years of capitalism—haven’t discovered the value and competitive advantage of good customer relations But you don’t have to travel to former totalitarian states to experience horrendous customer service. If you’re attempting to solve a problem with your phone, insurance policy, satellite servi...

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Questions that will help your business grow

Questions that will help your business grow

Recently, we worked with a respected manufacturing company that was concerned about multiple years of flat growth in a thriving industry. They believed that their products were chosen because they were of the highest quality in the category, but they could not figure out why they weren’t growing. We worked with the company’s leaders on a thorough VALCORT strategic analysis, and as we asked questions of both internal stakeholders and customers around the world, the situation became dramatically c...

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Lift the Fog: Leadership values as the key to growth

Lift the Fog: Leadership values as the key to growth

As an employee, customer, investor, or a competitor, what is the most important thing you can learn about a company?  If you said profitability, market share, operating margin, or the direction of their industry segment, you’d be hitting on strong factors impacting the company’s financial health. But I’d suggest that what you should study mostly intently are not these metrics, but rather the values of the company’s leaders. That’s why we begin our in-depth management and marketing study of a com...

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10 Business Decisions that Influenced the Future  

10 Business Decisions that Influenced the Future  

We've found 10 examples from the last 75 years when individuals, companies or groups saw a need and took dramatic action, often creating something historic out of nothing--advancing not only single invention or program, but also the business principles that influenced not only that time, but today and our future. Here they are: Suburbia is Born: In 1947, American GIs were just back from the war, and often returning to sub-standard housing with little income to leverage. A real estate developer...

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4 Dimensional Trust in an Age of Change

4 Dimensional Trust in an Age of Change

When you or your company or group seek to operate in a change environment, or if you are going into a time of change, the highest priority will be to create and rely on embedded, earned trust. And in times of change, the last thing you need to experience as an employee, or the company experience from its staff and partners, or customers experience from a supplier is:  The discovery that trust has been violated. Do any of the following sound familiar? * A person, group or organization has broken...

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What difference does it make? The importance of tracking customer response

What difference does it make? The importance of tracking customer response

Valcort’s 35 Keys to Business Growth:  #21 We have specific, consistent ways we collect data and track customer response to every advertising, marketing and sales effort. We use this information to measure our marketing and sales efficiency and effectiveness. For more than 10 years we have been asking executives to rate their companies’ performance in each of 35 best practices. One that is consistently troublesome to companies large and small is #21-- tracking customer response to sales and mar...

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Influencing the influencers through communication

Influencing the influencers through communication

Valcort’s 35 Keys to Business Growth: #20--“Have strong communication with people who can influence a buyer’s decision, based on addressing a buyer’s most important needs.” Think about your last major purchase.  As a business owner, it may have been a piece of equipment or a building. As a home owner or a parent, you may have just purchased a new set of patio furniture to prepare for summer, or a new bicycle for your 10-year-old. Whatever it may be, you did not make the purchase in an informatio...

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