THE BLOG

What Is a Value Proposition, and Why Should You Care?

At the core of all businesses—underneath the bustle of the day-to-day operations, behind the buzzing new marketing efforts—is a value proposition. Before you roll your eyes and say "Got it, Mr. Value Prop Man", let me ask you:

Tell me in one sentence why anyone should buy X from you...

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What’s Really Driving Your Customer to Buy?

(Image Courtesy Dominik Bartsch on Flickr)

Deal drivers are the things that your prospect (and marketplace) has articulated as being of greatest importance in making a buying decision. It may be price, ease-of-use, performance, support, or a range of other factors. It’s...

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The Actionable SWOT Analysis

strategy Jan 22, 2013

Strengths. Weaknesses. Opportunities. Threats. Yes, we’ve all sat through a SWOT exercise or two (or three). Much has been written about the SWOT analysis as a business strategy tool since it first appeared in the 1960s.  

As of late, the SWOT has fallen into disfavor in...

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20 Things to Know About Your Social Media Strategy

social media strategy Sep 04, 2012

If you were teaching a class on social media strategy, what would you teach? What are the most important things you’d want your students to take away at the end of the semester?

As it turns out, I actually do teach a class on Social Media at Villanova University. Every semester, I have...

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Bound by the Tactical; Blinded by the Strategic

strategy Jul 10, 2012

Do you know what I mean by that title? You should, because we see it every day in the business world.

Sometimes we think too small – we can only think of what we see in front of us – and we are thus bound by the tactical. Other times, our vision is too big – we are out to...

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5 Paths to Real-time Competitive Insights

As an entrepreneur, product manager, or CEO, you have to be vigilant of what is going on in the marketplace. Are you taking a holistic view of both competitors and even more importantly, trends? Ask yourself: are you really offering something that has a truly distinct Value Proposition? If...

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Strategic Questions

strategy Feb 11, 2011

Former Avaya CEO Louis D’Ambrosio’s frames strategic planning this way: “We’ve established three key priorities: strategy, execution, and culture. What’s most important is the interrelations between the three.” Given the formation of your go-to-market...

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How to Identify Your Historic Customer

Often, businesses don’t take the time to define who their ideal customer is.

Not simple stats on the status quo of current customers – but thinking through who their “ideal” – best – perfect –want more of these – customers...

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