Positioning Value Archives - Page 9 of 19

Positioning Value

‘S’ (Issue 864)

In which we are reminded to design sales presentations so they’re easily understood and useful. Read more »

Absolutely Convinced

In which we are reminded that many clients are motivated to buy more by fear of failure than by positive benefits of change. Read more »

Don’t Do ‘The Hustle’ (Issue 859)

In which we are reminded, “Enough, already, with the boiler room.” Read more »

Window Washers (Issue 844)

In which we are reminded to target and differentiate when we want to “steal” customers from other providers. Read more »

Bow Ties (or Learning to Wear The Brand) (Issue 843)

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 »

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 »