used a Random Positioning Generator with my clients for years.  I’m not talking about technology or industry specific buzzwords. m talking about marketing buzzwords – that cross every industry and market.    Words like biggest, fastest, cheapest, newest, most reliable, most secure, most efficient, market leading, world-class, new and improved, leading edge. Three adjectives and a noun are not a value proposition.   As a joke. It contained four columns of words. The first three included ’chest thumping’ marketing buzzwords The fourth included relevant nouns. MORE >>

We're even training the next generation that 'trying ' is what matters -  we give them awards for simply showing up (and even doing a poor job) because they 'tried' Since when is 'trying' an accomplishment? Do, or do not. There is no 'try.' ' Jedi Master Yoda I never thought I'd open a blog post by quoting a short green alien. Yet wiser words have seldom been spoken. Whether in business or your personal endeavors, following Master Yoda's wisdom will change your life and your business. 'Try' is little more than a cop out. MORE >>

They kept making incremental changes, rather than creating a new generation of vehicles to match the changing market dynamics. We become emotionally attached to our products.    I know, that's not the professional approach.    But it's true and we all know it. We conceive them, bring them to life, nurture them along then proudly put them on display for all the world to see, and of course buy. Often they become a version of our 'children' That's a great kind of commitment. But sometimes that adoration blinds u s.   Why wouldn't they? MORE >>

No wonder this company had trouble generating momentum. There was never an attempt to include the 'sweet spot' of the sales force, meaning the reps who were selling to the next generation of customer.   So the next time someone starts to blame sales for lack of product acceptance in your customer base or for discounting deals that don't generate the margin or results you expected - think again. I had to remind a client of that fact as we were discussing their last product launch - a launch that was less successful than they'd hoped. surely did. MORE >>

They saw an opportunity to seed the next generation of PC users with their Apples, and they took it. I just spent some time with one of my clients. The goal was to identify the best target market profiles for a new product they are launching in the fall. The team argued in detail about the quantitative market data from a leading industry analyst. Which was the biggest opportunity?    I finally had to jump in and rain on their parade. happen to know that the data came straight from their competitors - who made up whatever they wanted to look good in the survey. Study history.  MORE >>