Competitive Content Marketing Blog

Put on Your Rose Colored Glasses, Please!

Posted on September 21st, 2016 | Blog

For years I have been telling stories of clients who had lots of good news but missed it completely because of their focus on bad news. The thing is this: Owners and the C- Suite folks tend to be problem solvers day in and day out. We spend a better part of our day focused read more

From Good Marketing to Bad Sales Encounter

Posted on August 4th, 2016 | Blog

The flyer arrived in the mail at the right time.  It came from a window treatment company at the very moment I was planning to contact various window treatment companies.  It felt like serendipity, so I called them. It also saved me valuable research time.   Sadly, my experience was not a good one.   read more

Underperforming Sales People? Fire Or Provide Firepower?

Posted on May 29th, 2016 | Blog

Senior managers and business owners will not think twice about investing in the most common tools for growing their sales team:  sales training, coaching, incentives, superstar searches, bonus/commission plans; motivational events, etc.   About 90% of the time, these investments lack the key ingredient to ensure an ROI.  Very few companies provide sales teams with read more

Five Barriers to Competitive Advantage Success

Posted on April 24th, 2016 | Blog

  Since I do a great deal of speaking to c-suite executives, I am often asked, “Why don’t more companies succeed at defining their competitive advantages?” I have thought long and hard about that question. Some answers are obvious; some a little less evident.   If you have struggled with carving out your differentiation, here read more

Are Your Sales Suffering Death by a Thousand Clichés?

Posted on February 29th, 2016 | Blog

Every year the pundits, bloggers, social media hounds, all make major assessments of Super Bowl ads. Enough is said about that and football is not in season, so we won’t be going there.   Unless your business has pockets so deep that you can afford the $5 million for the 30 or 60 second spot, read more

What’s Your Website’s Mission?

Posted on February 3rd, 2016 | Blog

What’s Your Website’s Mission? Clear Objective or Cloudy Obstruction? There is something nagging about a company’s website. It is often the nemesis of many business owners. There is frequently no clear vision of what the website is intended to accomplish. Some CEO’s tell me “I don’t even know what is on our site.” Others report, read more

Is Your Sales Message Ambiguous?

Posted on January 13th, 2016 | Blog

Yesterday I was driving behind a produce truck that had an interesting, albeit somewhat disturbing message: “XYZ produce…From Farm to Fork Handled by Professionals.” Now I ask you, do you want your produce handled by professionals? What comes to mind? Did they wash their hands? Is the produce bruised from all the handling? Did they read more

Mind Your Business. And Theirs Too.

Posted on December 9th, 2015 | Blog

What do you know about your competition?  Do they know more about you than you know about them? Let’s Answer…   It’s one thing to think you are truly better than your competition–most often, this is a subjective evaluation—it’s another thing to be able to prove it.  In our work with companies of all sizes, read more

Sales, Marketing and Operational Alignment

Posted on November 17th, 2015 | Blog

How misaligned is your organization and what is it costing you? According to Forbes Insights, “leading companies excel at providing consistent sales messages”; and “three fourths of top-performing organizations have strong alignment between sales and marketing; poorly performing companies notably do not.” Where are you?   I have asked hundreds of CEO’s to name what read more

3 Major Blind Spots that Cost you Market Share and Profits

Posted on November 9th, 2015 | Blog

2016 Budget ROI – Are you leaving out the most critical investment? Warren Buffet’s buying criteria for stock and/or companies has always been that they have “strong competitive advantage” and “a solid management team”, yet few mid-market companies have any disciplined process in place to ensure they have and maintain leading differentiation. In the last read more