Category Archives: What

Niches in stiches

Posted on August 4, 2011 by

What can customers buy from your company they can’t buy, or at least don’t think they can buy, from anyone else? Most companies can’t answer that question and still want to charge higher prices than their competitors. Scott Morrison, of … Continue reading →

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When all else fails, try focusing on your value difference

Posted on June 28, 2011 by

Back in February I posted about how many of the U.S. Auto insurance companies were treating their “products” as commodities and focusing on price. I had some thoughts about targeting, which I included in that post. It appears that at … Continue reading →

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It’s simple if you think about it

Posted on April 5, 2011 by

Several years ago I read about two candy stores that were across the street from each other. Both sold pretty much the same things and most of their sales were bulk candy to kids. The kids referred to one of … Continue reading →

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Hot Mama

Posted on March 8, 2011 by

Competing with the big box super stores is tough for today’s retailers. And their equivalent exist in every category, except truly emerging markets. So competing is tough for everyone, except those who recognize it’s not about competing with the category leader. It’s … Continue reading →

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What are they really buying?

Posted on February 15, 2011 by

If you’ve heard me speak or read my book, The Secret To Selling More, you know that the core job of Marketing is to figure out What the customer is buying from your company they don’t believe they can buy … Continue reading →

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