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Why are we winning so much?

Internal beliefs are interesting, and sometimes misleading. Companies can develop a shared understanding of the truth and work with that set of beliefs, even in spite of evidence to the contrary.

Buyer Personas: Should you study Buyers, Customers, or Potentials?

Buyer personas have become critical to many organizations in the past few years - every business is encouraged to codify their optimal buyers’ roles, traits, and behaviours into profiles to help unify marketing and sales’ targeting techniques....

Your Resume: A Product Positioning Exercise

A 20-something friend of mine (let’s call him ‘Arthur’) recently wrote to me asking for a critique on his resume and advice on how to find a position he might enjoy. His resume contained a ton of interesting experience (he called it 'eclectic'),...

Positioning beyond the product: Think relationship

When I say "positioning", what do you think of?

Win/Loss Analysis MUST include wins (success stories don't count)

If you want to improve your win rates in the market, it is important that you study wins, and not just losses.

"We try harder" Ain't Enough: Differentiate Based On Client Experience


A Tale of Differentiation: The Discounter vs. The Price Leader

On Monday I met with two companies with very different approaches to price and margin. One company's sales team said:

"one of our strengths is that we are so flexible on price."

They view it as a differentiator that they are willing to get the...


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