In addition to the tragic human toll, the pandemic has killed off a lot of businesses. As a result, the average strength of those left...

Most organizations seem to believe innovation is all about disrupting business models, adding new features to products, or launching a...

When it comes to repositioning your biotech business, you need a thorough understanding of where you are now, and the new position you...

It's biotech positioning week! This is the first in a series of excerpts from my forthcoming ebook: "Biotech Positioning for Growth &...

Sales is still a dirty word for many people. Perhaps that’s not surprising, when you realize how many people are still doing it badly –...

It’s disturbing that so many businesses still think they need a value proposition. Or, for that matter, a sales pitch. It’s 2020. Buyers...

What I learned from Alan Weiss about maintaining my business pipeline is relevant for any sales organization: 1) Make sure the flow is...

Being number one in your market is rarely, if ever, about having the best product. The iPod wasn’t the world’s best portable digital...

It's hardly surprising that Biotech company founders love the science behind their product or service. Unfortunately, this passion often...

In the classic marketing book “Positioning” by Al Ries and Jack Trout, the authors tell a story about how the Michelin Guide I talked...

Yes, you need to understand your customer. But here’s a news flash: Survey respondents tell lies. Worse still, some of them think they’re...

A few weeks ago, I was helping a sales manager try out account-based marketing for the first time. There was a particular prospect he had...

The approach most businesses take to positioning is to think about where they fit in the market. That's fine as a sanity check later, but...

If there’s one thing most of the small and medium-sized businesses I work with have in common, it’s this: the struggle to differentiate....

Many companies claim to have built their business around a few core values. Unfortunately, 99% of the time they’re the same: integrity,...

While on holiday on the French Atlantic coast this summer, I became obsessed with how sand and feet interact completely differently,...

Why purchases are still about people. OK, I get it. The future of sales belongs to AI and algorithms, and data geekery is helping...