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Discover your Differentiation Quotient
**BACKGROUND & EXPERTISE**
He's donned various hats throughout his illustrious career, from being the Regional Director of Umbrella Local, steering digital marketing strategies, to the CEO of Informargin Digital, transforming traditional business models to fit the digital era. Yet, his heart lies in the concept of differentiation. As the Chairman of Differentiation Works, he’s determined to rewrite the narrative, proving that even in mature markets, differentiation without disruption isn’t just possible; it's pivotal.
A force to be reckoned with, CJ has been acknowledged by a $BB Public Company with a namesake award for sales profitability. Not just a business guru, he’s a prolific author, having penned several game-changing publications. From presenting revolutionary ideas like 'People Driven Business' to strategies like 'People Driven Selling', his words have always been backed by actionable insights.
Furthermore, CJ’s proprietary creations like StarBoost and InfluenceBoost echo his relentless passion for pioneering differentiation. His endeavors are rooted in not just theory but extensive research, like his 24-month study, laying down strategies for independent professional business service firms.
**PERSONAL NOTE**
Beyond the accolades and the accomplishments lies the heart of a family man, dedicated to his wife of 40 years and their three children. A devout believer, CJ’s faith in Jesus is the cornerstone of his life, guiding his professional endeavors with integrity, passion, and a commitment to genuine value creation.
**WHY TRUST CJ?**
If differentiation were an art, CJ would be its master artist. With him, you don't just get strategies; you get transformation. In his hands, differentiation becomes more than just a concept—it becomes your roadmap to success, your blueprint for standing out in a sea of sameness.
Join CJ on this journey of differentiation. Together, let's pave the way to unparalleled market leadership.
Empower Your PEO Sales Team and Massively Improve Their Performance with Tangible Differentiation
Discover your Differentiation Quotient
Traditional Sales
Gained differentiation mastery as an award-winning advisor selling complex and expensive professional business services successfully over 30 years. Developed differentiation models for commoditized services that attracted new customers without changing products or services.
Digital Marketing
Acquired digital marketing mastery with over 12,000 hours studying the practices of enterprises like Google, Facebook and Amazon to learn and their attention getting online practices and the technology involved to adapt them for the benefit and use of non-technical companies.
Unmistakable Value
Working with a fractional chief differentiation officer gives you the benefit of a full-time officer at a fraction of the cost. As an outsider, I can identify areas for improvement and offer recommendations that you wouldn't see with flexible solutions that will make the most of your budget.
Guaranteed Results
By replacing tactical, separate activities with a unified, strategic, and integrated approach, we help everyday service providers influence the market, community, and prospects so they receive more leads, qualified referrals, and self-generated meetings almost automatically.
As a Chief Differentiation Officer, I specialize in helping businesses like yours overcome these challenges and achieve their marketing goals. By conducting a thorough analysis of your current marketing strategy, target audience, and competition, I can help you develop a comprehensive plan to generate a steady stream of new business growth.
bring cutting-edge marketing tools and a team.
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Too Many PEO Advisors Struggle to Secure Deals
often leading to burnout and mediocrity. We know that it's not just about being active; it's about being effective.
Why Differentiation Matters
For PEO Sales, differentiation is a key to success. High-performing advisors master differentiation. They set their PEO apart, capturing prospects' attention and retaining it throughout the sales journey. But without differentiation, even the most skilled advisors are ineffective.
The Challenges of Traditional Differentiation
Traditional differentiation methods are costly and disruptive. They demand extensive changes and, worst of all, are easily copied. This makes them unsuitable for an industry like PEOs where standards need to be maintained.
The Power of Tangible Differentiation
DifferentiationWorks presents a game-changing solution: Tangible Differentiation. Unlike subjective differentiation, tangible differentiation thrives over time. It creates visible, verifiable, and external realities that cannot be discredited by competition or eroded by time. It's immune to the challenges of a prolonged sales cycle.
Click Here for Your Differentiation Diagnostic
OPPORTUNITY: Differentiation
Key to PEO Sales Success Since the Beginning
Exploring the importance of subjective differentiation and its critical role in the success of Top PEO Advisors.
Differentiation has always been the difference between getting a PEO deal and not. So, given the lack of clear and tangible differentiation within a market, it isn't difficult to recognize that to be successful selling PEO, Top Sales Advisors had to learn to create differentiation through all kinds of intangible and subjective means. During their sales interviews and presentations, they use posturing, stories, unique descriptions and word choices in effort to make their PEO stand out from the crowd.
Top Sales Reps also know, that to secure a sale, they have to make sure the prospect continues to think about the opportunity through this differentiated lens all the way through the entire, often protracted and lengthy, process. (Signing contracts, securing approvals, staging orientations, and successfully running a first payroll at minimum). Any hiccough along the way often shuts the deal down.
The ability to create and manage the differentiation process successfully, impacts the likelihood of sales success more than any other factor, and remains the most significant and difficult to explain difference between a few top performing PEO Advisors and an abundance of strugglers.
Even the most gifted PEO Advisors aren't always successful at subjective differentiation. And when they fail to paint their PEO in a unique light that captivates the prospect's attention, they have no more chance to covert a new client than any other PEO Advisor.
PROBLEM: Lengthening Sales Cycle Time Destroys Subjective Differentiation
Discover how prolonged sales cycles erode the impact of subjective differentiation
To understand the current environment, consider how an elongated sales cycle will affect the differentiation created by a sales advisor, and the how it threatens the chance of completing a successful sale.
Anything that might happen during the time between a sales meeting [where subjective differentiation is established] and the closing of the deal, decreases the liklihood of a successful transaction and implementation. It doesn't matter if it is filled with distraction, interruption, or competitive communication, time undermines the impact of the differentiation created by the sales advisor in the mind of the prospect. That's just how things work.
The longer the sales cycle, the more the unique image of the PEO fades in the prospect's mind. This renders the hard work of our top PEO reps ineffective. As sales cycles extend, the advantage of subjective differentiation diminishes, threatening to render even our most successful reps as ineffective as their less successful peers.
SOLUTION: Tangible Differentiation
The Unbeatable Strategy that Makes Time an Advantage for You.
Tangible differentiation offers the key to sustainable success and increased sales effectiveness.
There is a solution that not only sustains he current success levels of your top PEO Advisors but also promises to lift your average reps from struggle to success. The answer lies in creating tangible differentiation.
Tangible differentiation is visible, verifiable, objective, external facts that can't be discredited by competition, and is not subject to the ravages of time. It is not a subjective fragility dependent on the deftness and effort of a master sales advisor to create and manage.
An increasing sales cycle can't diminish it or impact the likelihood of a successful sale. On the contrary, because this differentiation is tangible, time only increases a prospect's potential to encounter it, which will serve to reinforce it, increasing its beneficial value to your prospect. As a result, it also increases the likelihood of converting a new PEO client.
Tangible differentiation will ensure that your top PEO reps remain successful, with the distinct advantage of empowering all your average reps to dramatically improve sales performance.
Click for Your Differentiation Diagnostic
Discover how DifferentiationWorks can help your PEO to stand out in an oversaturated market, positioning you as the preferred provider of choice. Our program focuses on creating a unique market position, enhancing your reputation, and increasing your unsolicited leads and qualified referrals.
Start by using our comprehensive differentiation diagnostic tool, specifically designed for PEOs, to assess your current standing, identify untapped opportunities, and consider how tangible differentiation might work for your organization.
Differentiation is not a luxury; it's a necessity.
Start your journey today to become the industry leader in your market.
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