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4 Questions for an Awesome Pricing Strategy

Three dollars for real maple syrup. On a supermarket shelf, that’s not a bad deal. On a restaurant menu, next to some pancakes or waffles… a little less appealing. My summer travels have brought me face to face with this “extra” line item several times. I haven’t sprung for it, although sometimes it has made […]

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Are You Building a Feature or a Company?

New companies are started every day. Some are moonshots with brand new ideas trying to change the world. Some are natural extensions of their founders’ industry experience, having identified a clear opportunity to meet a market need. Some are essentially copycats of other businesses, maybe with a slight tweak but essentially just duplicating what is […]

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We’re All Storytellers: What the Rise of Content Marketing Means for Your Product Organization

Content marketing may not have replaced social media just yet, but it is quickly becoming one of the most popular ways for companies to connect with customers and prospects. Massive budget dollars are now being slotted for this channel that barely existed five years ago. While the action may be happening in the marketing department, […]

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Quit Talking About Features & Start Talking About Benefits

No business is immune from living inside its own echo chamber where their world starts revolving about their own product or service. This can lead to lots of unfortunate side effects, but one of the most common is to focus its messaging and sales efforts on “features.” The problem is that most people don’t care […]

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Let Your Customers Do the Talking: Creating and Leveraging Great Case Studies


There is nothing more convincing to a potential customer than hearing about the success someone else has had with your product or service – it’s way more believable than anything your sales or marketing team can come up with on their own. This presentation gives you the steps to create an effective case study and […]

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How to Optimize Your FAQ page

Companies obviously prefer to have salespeople closing deals and sales support staff answering every possible question with the latest and greatest data delivered with a positive spin, but the lowly FAQ page is a critical stop in the path to purchase for many prospective customers. There’s plenty of reasons a prospect might be spending time […]

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Avoiding Platform Arrogance: How Apple Watch is Intruding on Your iPhone

On March 9th Apple released version 8.2 of iOS, the platform powering all of its mobile devices. Along with its bundles of bug fixes and improvements came a new app to our home screens – “Apple Watch.” We have been hearing about Apple Watch for years now and this version of iOS not coincidentally coincided […]

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5 Things The Walking Dead Can Teach Us About Business

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There’s no shortage of zombies in pop culture these days, but no show has captured the challenges and obstacles of surviving an undead apocalypse quite like “The Walking Dead.” While the AMC show can teach you the many ways to take out a “walker,” it also offers plenty of lessons for our current, less zombified […]

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Don’t Confuse Novelty with Innovation

If you follow technology business news, you have probably seen plenty of headlines like this one: “Bostonians can pay their parking tickets with a mobile app.” While that is a nice convenience factor for a ticketed driver, this is really only addressing the core user problem at the “novelty” layer. First of all, if you […]

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Is Building a Platform Always the Right Call?

The “Platform Play” is an attractive but expensive strategy. Here are four questions to ask yourself before taking the plunge. Most new technology solutions begin with the end-user in mind: a specific problem to be solved or opportunity to be exploited. It is usually well-defined and the solution (although not always simple and easy to […]

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