The first time buyers and users of your product or service or solution will be disappointed by the challenges and limitations of what you sell. Because they lack experience, they are easily frustrated, and they are susceptible to being wooed away…Continue Reading
Posts Tagged ‘competition’
In Eat Their Lunch: Winning Customers Away from Your Competition, I wrote about the four levels of value: Level 1: the value of your product, Level 2: the value of the experience, Level 3: the tangible result you produce, and Level 4: your ability…Continue Reading
I am fascinated by football. I am spending more time watching games (both college and professional), and I am reading and studying to understand how championship teams are built—and sustained over time.
Football is an excellent metaphor for the…Continue Reading
A few years ago, I spoke to a big sales organization. Their leadership team was brilliant. They were all on message, and the message was powerful. But it fell flat with the sales force. I wasn’t sure why it didn’t inspire them. For some reason…Continue Reading
I am a landscape designer/landscape contractor. I just took a call from a client about a drafting a landscape design. They said they had also contacted one of my competitors and I really wanted to say, “Oh, they’re great…