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Customer Market Competitive Research and Intelligence

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Is a Land Grab the Right Growth Strategy for You?

Is a land grab growth strategy right for you? You must be able to leverage ALL three of these factors to make a land grab strategy work for you.

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When You Need Research to Be in the Know and How to Do It

Many organizations believe that social listening is a good substitute for traditional market and customer research. Certainly, social listening has its merits and can provide powerful and relevant insights when combined with traditional research. But it is an adjunct to, not a replacement for, traditional market research Social listening provides an excellent way to monitor […]

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How to Use Intelligence to Outsmart Your Competitors

Be in the Know About the Competitive Field Years ago, I competed in triathlons. Before each season, my husband, Mark (who also doubled as equipment manager and cheerleader), would ask, “What’s your idea of success this year?”  The answer this question guided our race choices. We would then evaluate the races on the schedule against […]

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When Is It Time to Embark on Repositioning?

In 1969, Jack Trout introduced the idea of market positioning in a paper published by Industrial Marketing Magazine. Later, along with colleague Al Reis, he popularized the concept with their bestselling book under the title, Positioning – The Battle for Your Mind (1981). Since then, we’ve all come to accept that proper positioning improves your […]

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How to Utilize Data and Analytics to Improve Results

Results. The relentless focus on results is what JT McCormick, CEO of Scribe Media and a guest on the Ready, Set, Grow! radio program claims is the number one principle behind achieving growth. A study by Deloitte found that companies embracing and employing analytics make better decisions and are more likely to achieve key strategic initiatives. […]

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Are You Really Ready to Enter a New Market?

Entering a new market can be an excellent opportunity for organic growth. While many market strategists generally agree that factors such as timing, scale relative to the competition, and the ability to leverage complementary assets are the keys to successful new market entry, most experts believe that for every successful market entry, about four fail.  […]

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Assess and Measure Competitiveness to Stay Strong

A Harvard Business Review article reminds us that today businesses face an environment where operating margins are increasing and market leadership is precarious. Being able to quickly read market signals and adapt is essential to sustaining a competitive advantage. Capabilities that lead to a competitive advantage in the past, may not continue to do so […]

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Best the Competition with a Compelling Value Proposition

A compelling, meaningful and relevant value proposition enables you to increase the quantity and quality of prospective opportunities, gain market share in your targeted segments, and charge a premium price. Conversely, poor positioning contributes to long sales cycles, low close rates, customer confusion, channel indifference, and sales organization discord. It’s nearly impossible to survive or […]

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Why as a Marketer You Need to Act like a Scientist

Up until the 1950s, Marketing was mostly a discipline based on “economics.” Today the Marketing discipline is more of a behavioral science; the “systematic analysis and investigation behavior through controlled and naturalistic observation and disciplined scientific experimentation.”  In the Age of the Customer, marketers need to operate as behavioral scientists. What does it mean to […]

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A Customer-Centric Process Aligns Sales and Marketing to Accelerate Revenue

The most critical link to customers is the alignment between your Sales and Marketing teams. Having well-oiled Sales and Marketing functions that work well together and that are both aligned with the customer buying cycle can make all the difference in successfully addressing revenue and growth efforts. In fact, research firm IDC calls Marketing and […]

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