Category Archives: Positioning

Press release partnerships: Worth the effort?

Many of us make it a priority to find and partner with companies that can add to our offering or extend our reach.  And we rightly celebrate each such pairing, often with a mutual press release. And sometimes that’s all … Continue reading

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How to be a dictator enforcing sales offer deadlines

Everyone who manages a company or its sales force wants to write as many new deals as possible, and is usually warry about doing anything that might threaten the positive outcome of a pending sale. So, it is common practice … Continue reading

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How to battle the dragon AND avoid the encounter.

Sometimes a competitor is just too entrenched, too strong, too well equipped to directly face in battle.  At least that is the conventional wisdom.  Yet, there are constant examples of new entrants into a niche that grow, prosper and sometimes … Continue reading

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The Power of the glass half empty

Dave’s note:  This week we again welcome my co-author of “Get Scrappy” to give us some of her sage advice in only a way she could express it.  You’ll enjoy her style and message… By Kim Shepherd It’s great to … Continue reading

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Leadership: Sell the dream; Make the reality.

As a leader, you set the goals, establish the strategies and tactics to get there (with help from others of course) and sell the dream to all of your stakeholders.  And that includes potential customers as well as executives and … Continue reading

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Above all, consider the corporate gate keeper.

Looking for an entrance into a VC, an angel group, a bank, a CxO for a sales opportunity, or any other entity?  There are always gate keepers whose job it is to filter out the inconsequential or inappropriate, and allow … Continue reading

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The one question to stop them in the trade show aisle.

Wouldn’t it be magic if we could find one (unique to us) question to ask people passing the booth or table as they pass in the aisle of the trade show?  I asked a number of exhibitors that question recently, … Continue reading

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Marketing and big data: Finding that needle in the haystack

We once measured our audience using demographic buckets, especially with the use of age groups, gender, and financial ability as keys.  Classic marketing teaches us that this is the best way to define our audience, and to make appropriate pitches … Continue reading

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Big data: Information is NOT knowledge

Say that you have a log file of every contact to your website. Or that you are a cell phone company with a multi–billion record log file of every call made from every location to every number dialed using your … Continue reading

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Email open rates: Your best marketing test

No–one needs to tell you that mobile readers now outnumber desktop readers for your message.  A recent Experian marketing survey revealed that 52% of all email opens are from mobile devices, and that 38% of all clicks are from mobile … Continue reading

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