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CEOs who sell gain clarity on competitive strategy

Carol Hymnowitz’s recent Wall Street Journal article “CEOs Are Spending More Quality Time With Their Customers” highlights a trend that can directly impact your company’s competitive strategy. CEOs of Nike, Intel and Sun are becoming more involved in the selling process, focusing on tailoring products and services to meet the demands of their top customers. And it’s [...]

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Marketers need a whole new mind

Today we’re finishing up our series on Dan Pink’s A Whole New Mind.  In our first post we introduced Dan’s premise that we’re in a new Conceptual Age where companies will succeed or fail thanks to right-brained, “R-Directed” thinking. Last week Nancy introduced his six critical right-brained skills:  design, storytelling, symphony, empathy, play and meaning.  [...]

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Flex your right brain

Our last post talked about Dan Pink’s groundbreaking book “A Whole New Mind.”  His premise is that we’ve moved into a new era — the Conceptual Age — where people and companies will succeed or fail thanks to right-brained skills like inventiveness, empathy, joyfulness and big-picture thinking. Dan isn’t suggesting that left-brained analytical skills aren’t important [...]

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A Whole New Mind for Marketing

A friend recently introduced me to Daniel Pink’s A Whole New Mind.  It’s a profound and exciting book and I couldn’t recommend it more.  So I’m writing a series of blog posts to share his ideas and apply them to the world we live in – that of the CEO and marketer in a small-to-midsize company. [...]

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Pricing strategy: Capture more revenue

How does your company determine the price of your products and services?  Do you try to maximize revenue with prices based on value, or do you use a formula where you add a desired profit margin to your cost? Consumer product marketers generally try to set prices based on what the market will bear.  They’ll [...]

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