Value, USP, Position, Ladder
Back in 1969, Ries and Trout wrote an article describing Positioning as a battle for the buyer’s mind. A Brand occupies at most 1K of space in the brain. It […]
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Marketing
Disruption From Outside
Looking at other industries makes me scratch my head about our own. Kodak, Xerox, HP, Lucent and so many others that didn’t see the light of the train coming at
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Another Price War
This industry just doesn’t understand how to sell or market. No Value Proposition. No Laddering. No Positioning. Not even clear internal communications of how your product is better than the
Ten Words
Seth Godin wrote a blog this week called Ten Words per Page. This applies to ads and memos and emails, but it also applies to your presentation (your slide deck).
Why Transactional Sales Folks Won’t Be Consultative
There are 3 types of salespeople in general: transactional, whale hunters and someone in-between. Transactional salespeople won’t make good whale hunters and vice versa. It has to do with motivation.
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Automation to the Channel
As I have written before, Partner Marketing for the most part is awful or at the very least ineffective. We live in a time for personalization or at the least
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