Neglected positioning hurts more than you think
Don't fall down the slippery slope of careless positioning. Start measuring your confidence to avoid death by a thousand cuts.
Competing for customers
Using competitive positioning to play offense and defense in marketing and sales conversations – based on the alternative solutions our…
Don’t be a “conveyor belt” team
How to use strategy, goals, validation, and communication to avoid significant failures, and continually get better.
Finding your frame of reference
Are you selling a diet muffin, or a paleo energy snack? Look to the frame of reference approach to find the perfect way to define your product.
B2B SaaS and the California Roll
Why evolution is better than revolution in B2B SaaS narratives.
The shit shift
What happens when you push past your flight-or-fight response and acknowledge your achievements?
What’s your competitive differentiator?
Don't just wing it: discover why you matter to your customer and understand how your value aligns with the human need for self-actualization.
Buyer personas are discovered, not created
Learnings from a failed product launch, what a buyer persona should achieve and contain, and a simple process to craft personas that actually exist.
Good go-to-market should discriminate
Everything – from your website to your sales experience to your roadmap – should qualify ideal prospects in, and disqualify bad-fit customers…
Your biggest competitor is not who you think it is
You probably have a good idea on how to win against your top competitor. But what alternative solutions are you competing against at the top…