Strategy

Unique Selling Proposition vs. Market Differentiation

One of my readers, Tony, asks the following question: Is market differentiation the same as “Unique Selling Proposition”?  If not, what’s the difference? Let me start by providing some context. The term “Unique Selling Proposition” (USP) is a term used by advanced marketing professionals that basically states every advertising campaign must explain what’s unique about […]

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Focus or Die: Case Study of Motorola

In the keynote speeches I give, one of the themes I emphasize is how important it is to FOCUS on the key opportunities in your business. Hands down, I find most companies spread their resources, staff, and executive attention on too many projects. This is especially true if you’re in a turnaround situation. So what’s […]

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Finding Hidden Pockets of Revenue Growth

The last month has been such a whirlwind of activity for me. In addition to working with existing clients many of whom are having record sales years, I’ve been working with several new clients getting them ready for having a big year in 2010. In addition, I’ve been doing the road warrior thing giving speeches […]

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Just Sell Donuts to Fat People

The easiest way to increase your revenues in any economy is to “sell donuts to fat people.” Here is what I mean. When deciding what to sell and whom to sell it to, you can sell people what they need or should have, or you can sell them what they want. The easiest way to […]

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The Secret to Making Wild Profits in a Recession

As many of you know, I’ve been doing a fair amount of research into the past 12 US recession going back 136 years–looking for what separated the winners from the losers. One of the big secrets from this research is how winning companies profit from new trends that emerge in a recession. The companies that […]

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