Are You Selling with Insight? Here’s What It Takes…

Why are sellers always struggling with buyer indifference and indecision? One critical reason is a failure to sufficiently answer this pertinent question: Why change?

Power Mapping: Visualize Your Next Adventure and Seize New Markets

by Britton Manasco | Jul 15, 2013 | Positioning

Great journeys generally begin with maps. Maps provide a visual and clarifying representation of where you are, where you are going, and how you will get there.

Getting Provocative: How Visual Provocations Engage Buyers

by Britton Manasco | Jun 25, 2010 | Positioning

 

The Case for Compelling Perspectives

by Britton Manasco | Jun 25, 2009 | Positioning

To set yourself apart in today's guidance economy, it's increasingly critical to demonstrate  you have a clear and engaging point of view on issues that matter to your prospects and customers.

Compelling Insights Build Brand Equity

by Britton Manasco | Mar 04, 2009 | Positioning

Too often, B2B marketers fail to recognize that their own thought leadership is essential to market leadership. The top companies - Microsoft, SAP, Accenture, Cisco, IBM - recognize this fact and ...

The Power of Positioning Projects

by Britton Manasco | Nov 23, 2008 | Positioning

One of the most valuable reasons for creating new content -- be it a white paper, case study, presentation or some mix -- is to crystallize your position on a key issue.

Mastering Hope and Hype

by Britton Manasco | Nov 05, 2008 | Positioning

Every new innovation -- every breath-taking change in the order of things -- is built on hope and hype. Unfortunately, the things that dazzle us early on also tend to disappoint us eventually.

In Search of Superior Guidance: Best Buy vs. Home Depot

by Britton Manasco | Oct 21, 2008 | Positioning

In an era of great expectations and still greater disappointments, buyers of all sorts -- B2C and B2B -- are seeking out sellers and solution providers that can offer superior guidance.

Own the Issue, Engage the Audience, Master the Market

by Britton Manasco | Oct 14, 2008 | Positioning

 

Framing Issues and Painting Pictures

by Britton Manasco | Jun 26, 2008 | Positioning

Who are today's top business gurus?