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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.

Positioning beyond the product: Think relationship

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

The Factory vs. The Lab: Leaders know Which is Which

Teams requires both a laboratory, to innovate and design, and a factory, to build and deliver. Unfortunately teams, companies, and individuals spend too much time in the lab or the factory, and often confuse the these two very different...

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

BY ALAN ARMSTRONG

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...

Unsticking the stuck deal

By Alan Armstrong

Have you ever heard this story before?

Your price is (probably) not the problem

By Alan Armstrong

A true story: The date was June 23, 7 days before quarter-end. Terri came to the sales meeting and said she could close another deal, this one for $75k, but she needed a 50% discount to make it happen. Discount granted, and $150k...

Thanks for the discount, I'm still not buying yet

By Alan Armstrong

A true story:

Marketing Blur: (Information Overload)^10

Your market is overwhelmed with information. What can you do about it?

WWANPD (What would a normal person do?)

I was walking with my friend Michael last week in the Oakland hills, and he came out with the most hilarious question: What would a normal person do?

If you love something, set it free

I've been looking for some new exercise routines, and came across two very interesting techniques: the 5x5 "strong lift", and "Muscle Activation Technique" (MAT). These two both compete in a sea of different ideas for exercising ... it's a very...

Guest Post: To Kill a Product: Why, When and How, Part 2/3

Note: This is the 2nd of a 3 part series of articles by guest blogger Chris Brown. If you feel inspired to write a guest post of your own, click here to find out how to submit it to us.

Guest Post: To Kill a Product: Why, When and How, Part 1/3

Note: This is the 1st of a 3 part series of articles by guest blogger Chris Brown. If you feel inspired to write a guest post of your own, click here to find out how to submit it to us.

The Main Thing is Keeping the Main Thing the Main Thing

A mentor of mine used to repeat this line fairly often to me: The main thing is keeping the main thing the main thing. The quote comes originally from Stephen Covey.

Who's in charge of price? (Buyer Conversations.)

Eigenworks is shopping for a product. Over the last few months I've been looking to license some software from a vendor. The price is not astronomical, but it's a significant chunk for a company of our size. If we license the product, the vendor...

Competitive intelligence using lost deals

Another idea for PMs who lack permission to do win/loss analysis

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