Positioning Value

Bow Ties (or Learning to Wear The Brand)

In which we are reminded, as we’re developing our brands or once we’ve built our brand, to stick with it…consistently. Read more »

Mashed Banannas

In which we are urged to choose and cultivate a distinctive brand trigger that connects clients to us. Read more »

Same Old. Same Old. (Issue 839)

In which we are reminded to bring new ideas and “change the mix” a bit with our existing, core clients lest they wander off in search of something new. Read more »

Memorable Headlines (Issue 838)

In which we are reminded to interpret the data we present to clients and prospects in a headline or memorable catch-phrase so that they can remember our selling points. Read more »

Back Stories (Issue 834)

In which we are reminded that our “back stories” are, frequently, critical sales differentiators. Read more »

Dance Moves (Issue 828)

In which we learn that “how we move’ may be more memorable than “what we say” in sales presentations. Read more »

The Monarch’s Path (Issue 826)

In which we are reminded that, since few buyers really like to be “sold” anything, we can’t look like we’re selling. Read more »

Home Remedies (Issue 823)

In which we are reminded that it’s useful to know multiple ways to configure our products (or even other companies’ products) to solve clients’ problems so that we add value and keep the relationships Read more »

They Don’t Care About Our Products (Issue 820)

In which we are reminded that dollarizing our value is an INCREASINGLY essential sales discipline. Read more »

Entering The (Prospecting) Cave of Wonders (Issue 816)

In which we discuss the opportunities and dangers in calling business prospects before business hours or on weekends and holidays. Read more »