How to align sales and marketing through positioning

Is there a disconnect between your marketing team and sales? Do sales team members love your presentations or do they complain about them? What about the leads you create? Do they jump all over them? read more

Differentiation improves marketing and sales effectiveness

Do you wonder why your latest marketing campaign didn’t generate enough good leads? Or why too many sales opportunities stall or result in no decision? read more

Two ways to improve marketing

If you’ve tried to improve marketing effectiveness and not had much success, consider one simple solution and a more radical one. Both are based on positioning. read more

What is positioning and how can it improve marketing?

When colleagues, peers or marketing consultants refer to positioning, what do you think they mean? If you’re not sure, you’re not alone. read more

Do BI vendors ignore competitors’ positions or follow the herd?

Why do so many Business Intelligence (BI) software companies use “insights” as their position? Of the 19 BI companies evaluated in this 4th annual assessment, more than half (11) position around the notion of “insights.” read more