STEVE'S MUSINGS - RESOURCES

Who is Steve Rankel?
I'm a salesperson wearing marketer's clothes. I think that makes me the best kind of marketer.

In the last 15 years I have helped multiple companies to double, triple or quadruple their revenues and get acquired. One recent success culminated in a company sale for $357 MILLION dollars.

But let me tell you something - I did not start there.

Having sat in the boardroom answering rapid-fire questions from execs looking to poke holes in my sales pitch, I understand what it's like to have your income (and the mortgage) hang in the balance.

So, after spending many years wrestling with the same struggles you probably have as a CEO, small business owner or top sales person, I decided that there are way too many lessons not to share.

On these pages you'll find many resources: Expert Guides, White Papers, Opinion Papers and Scorecards.

Consider them 'lessons learned from the trenches.'

I hope they make your journey a little easier.

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Magic Words: What is Your Sales Message?
White Paper
Are you communicating value in your marketing and sales messaging? Not sure? This white paper will help you know.

 

Not Everyone Wants To Be Well. Do you?
White Paper
Have you ever wondered why some of the most promising prospects you deal with resist your efforts to help them? Here are some tips on identifying what type of clients you may be dealing with right now, and deciding whether they really want your help or are simply looking for a free miracle.

 

The Definitive Guide to Choosing a Marketing Consultant
Guide
Your business is on the line. Be careful who you entrust it to. This guide will help you seek the right marketing help. The right marketing consultant will help you build a growth engine, the tools you need, increase sales and drive sustainable growth.

 

Differentiate or Die:
Why You Need a Killer Value Proposition
White Paper
Henry David Thoreau said, "Build a better mousetrap and the world will beat a path to your door."

Unfortunately, not anymore. In today’s world of globalization where products become commodities in 9 months or less, it takes more than a good product to succeed.

It takes a Killer Value Proposition, and the ability to deliver on it. We see a recurring trend regardless of the product or service—  for even the best products, if there is no compelling value proposition for the customer, the conversation goes nowhere. In fact, it often stops.

 

Differentiate or Die:
Million Dollar Questions To Ask Yourself
White Paper
Designed to be used in conjunction with ‘Why You Need a Killer Value Proposition’ white paper.

 

Selling Value in a WalMart World
White Paper
Explore several factors to help you develop that Compelling Value Proposition to successfully grow or re-launch underperforming products or services. This white paper addresses:

1. The Fluctuating Nature of Value

2. Components of Value

3. Translating your product/service’s features into a Value Proposition

 

What You Say Is What You Sell
Article
If the customer thinks you look like everyone else, how do you stand out in a crowd and also avoid bidding wars that turn you into a commodity? This article discusses how to sell more by communicating your 'secret sauce' and story. This is the key to highly differentiating your company, product or service to grow your business.

Value Proposition
Scorecard
How high does your value proposition score? The best value propositions are clear, distinct, speak in the customer’s language and move the prospect to action. To see how your value proposition ‘measures up,’ download and complete Product180’s Value Proposition Scorecard.