In the recent MDM Webcast, Selling for Profit: Turbocharge Your Profit Growth through Market Development and Sales Management, Jonathan Byrnes, senior lecturer at MIT and author of “Islands of Profit in a Sea of Red Ink,” said companies must find a unique value proposition that provides the right value to the right customers at the right time instead of trying to be everything to everyone. Here’s a summary of the webcast, now available on-demand or on DVD at www.mdm.com/sellingforprofit.

Is your value proposition so strong that after trying your service three times, new customers will be hooked for life? Is it something that will have them viewing you as a partner rather than just another vendor?

Jonathan Byrnes, senior lecturer at MIT, posed these questions to attendees of the recent MDM Webcast, Selling for Profit: Turbocharge Your Profit Growth through Market Development and Sales Management. If you answered no, you might want to …