Positioning Value

Something to be Said for Experience

Product Pushing?

In which we are reminded that pushing product or restricting client choices aren’t, by definition, bad practices. Read more »

How Would I Know? (Issue 922)

In which we are reminded it’s useful to know how our clients usually handle situations AND their buying criteria before making a recommendation. Read more »

Ceraldi (Backstories) Issue 918

In which we are reminded that, to a great extent, it’s our backstories that make us special. Read more »

Eggplant Parm (Issue 913)

In which we are reminded to develop one point, at least, that makes us easily memorable. Read more »

Bear Defense (Issue 912)

In which we are reminded to help our clients anticipate and prepare for yet-unseen future challenges. Read more »

The “Short” Personal Story (Issue 911)

In which we are reminded to craft short versions of our personal stories that prompt conversation. Read more »

Compère Lapin (Issue 908)

In which we are reminded that personalized  attention to  small details can make us memorable. Read more »

Heirloom Tomatoes (Issue 905)

In which we are reminded about the importance and power of education in differentiation and client engagement. Read more »

Cheering Section (Issue 904)

In which we are reminded that our  post-purchase encouragement to our clients can make a big difference in their implementation experience and their commitment to future purchases. Read more »