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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)

BY ALAN ARMSTRONG

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: How to differentiate based on customer experience

BY ALAN ARMSTRONG

A tale of two companies: The discounter and the price leader

Tweet this: New post @OnPM: "The discounter and the price leader" by @AWArmstrong http://wp.me/pXBON-2mq #prodmgmt #sales #negotiation #strategy #price

Exactly like me: The perfect reference customer

By Alan Armstrong

Most companies think that any satisfied customer is a good reference customer. But the truth is very different, and companies have lost deals because they don't understand what's going on or how to select a good reference. So...

Surprise us: Seeking examples of SURPRISING positioning statements

We write a lot here, and we hope that it helps you. Now I'm looking for your input. Can you help? If you do, I will feature you on our blog. But I need the responses within 1 day!

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