Have you come across this type of vendor trying to sell you something that’s dressed quite nicely and redefined under a “new category”? When something is already known by you,

That’s what most people say: “You need to be competitive” No. You need to be competent. First, competent.

Here’s what it sounds like when someone says “competitive prices”: that they have lower prices than the competition (so they can win). That they’re inexpensive. That they won’t be able

What do you hear when someone claims that: “We have competitive prices”?

There’s nothing wrong with copycats. Or with not being different. That is, if what you’re selling is based on high volumes and low price. Are you in that business, though?

That’s the ringing in your prospect’s ears right after they hear your prices. They can’t listen to anything else. They can’t hear. It’s just this ringing after they hear your

Marketing is understanding business through the market lens. Branding is understanding business through the customers lens. They both work together. One is not “better”, “more important” (aka strategic), than the

In response to the 650 question on if Billy’s deal was good or bad, friend of the list and great illustrator and designer Rad came back with one question that

A prison where you’re trapped —of your own making. That’s how Blair Enns describes pricing and the feeling of stagnation you might have —how you “can’t” raise your prices just

“What’s your weakness?” is a must question when interviewing for roles. It’s stupid. Just picture this. Superman is applying for a role at the Justice League. He gets the question:

650 in revenue with 200 in costs. It can be a good deal. If you think of covering your costs and get some profit. But here’s the thing. This is

Here’s Billy. A specialized b2b expert in a very niched market. Yesterday, he got to sell a custom application (B) for a client as an added featured to another product

The message from yesterday was asking “What’s the opposite of a good idea?”. A bunch of responses —myself included not long ago— said “A bad idea”. And it makes sense….

Value pricing. There’s a big misconception with it. It has nothing to do with your value —or how you perceive your own value, or how your customers have to understand

Customers aren’t supposed to “see” “find” “figure out” what’s that that you provide. It’s your job to help them see that. You’re the expert at what you do; they, on

Negotiation. How do you identify yourself in this case? Focusing on what’s important for them (your customers)? Or playing with fire? Check this vid out, and let me know.

“No fucking way!” That’s what you want to hear from your customers. As in: “No fucking way! That’s really what we wanted all along. After trying with other options, how

Hard truth: Customers don’t hate anything more than “being educated” (especially by you). In the sense of “Hey, you, customer. I know better. Let me educate you.” It’s so obnoxious.

Fast, cheap AND good. All of them. How? You might ask. Well, setting up the right frame. To have it fast, you’d assume time is the key element. But what

Purpose is not optional. It’s there with you. You never lost it (so no reason to “find” it). It’s what’s in you.