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The Positioning
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Every sale starts with a story…
Most positioning stops at the sentence. But that’s just the beginning.
Successful positioning isn’t about listing off product features, explaining your founder’s vision, or reheating your company mission statement. It’s about understanding your customer, market, and product in a way that meets their pain with your solution before the conversation even begins.
The fine line between the pitch and the position is what separates deals won from lost.
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Marketing Accountability Is Broken — Here’s How to Fix It
Marketing Accountability Is Broken — Here’s How to Fix It
The CFO doesn’t trust your numbers. The board wants a different conversation. And when budget pressure arrives — which it always does — marketing gets cut first, faster than sales,…
The Real Reasons Companies Are Cutting Jobs (And What It Means for Business Strategy)
The headline version of the 2025–2026 layoff wave is simple: AI is replacing workers. Companies are automating, jobs are disappearing, and this is the beginning of a structural transformation in…
Why Most Organizational Change Efforts Fail — and What the Successful Ones Have in Common
The 70% failure rate for organizational change initiatives is one of the most quoted statistics in management consulting. It’s cited in McKinsey reports, taught in business school courses, referenced in…
What Customer Workarounds Are Trying to Tell You About Your Business Model
The question Clayton Christensen said was most underexplored in innovation research: “What workarounds have people invented?” His reasoning was straightforward. When customers are struggling to get something done by cobbling…
How to Build a Chief Resilience Officer Mindset (Even If You Don’t Have the Title)
The companies that fared best through the disruptions of the past several years — the pandemic, the supply chain fracture, the post-ZIRP recalibration, the trade policy volatility of 2025 —…
The Strategic Pivot Playbook: When to Change Course and How to Do It Without Losing Your Core
The window for a strategic pivot is almost always shorter than it looks while you’re in it and longer than it looks when you’re past it. That temporal distortion is…