Positioning Value

Catch Phrases (Issue 740)

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. A sunny early evening, out for a walk to wind down after a desk day. I hadn’t been out long when my mobile phone rang. Forgot … Read more »

It’s About What You’d Expect (Issue 727)

In which we are reminded that bold is better. Read more »

Sedimentary Segmentation (Issue 726)

In which we are reminded that tight focus and strong expertise brings customers to us. Read more »

Silver Sonatas (Issue 723)

In which we are challenged to make our differentiators more obvious, easier to see. Read more »

Sales Leadership (Issue 721)

In which we are reminded…We can lead. Read more »

What Sales Is About (Issue 719)

In which we are reminded about the value proposition that WE are and can be. Read more »

Cachucha Fandango (Issue 706)

In which we are reminded to slow down our pace when we’re presenting new concepts to prospects and clients so they may understand more clearly what we say. Read more »

Expertise So Clear… (Issue 706)

In which we ask ourselves the question, once again, “what is our differentiating, dominating expertise?” Read more »

I Want An Opinion (Issue 699)

In which we are reminded that, frequently, it’s our expertise rather than the products we sell that earn us clients and commissions. Read more »

On the Trail (Issue 697)

In which we are urged to get out from behind our desks and go TO our clients to earn their business. Read more »