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Some principles of editing and content development 22 Jul 2013 | 02:36 pm
I edit a lot. In particular: I edit my own blog posts. An important part of my consulting practice is editing marketing communications. I also edit romance novels,* because: Linda Barlow, one of t...
Faith, hope, and clarity 10 May 2013 | 07:23 pm
Some principles of enterprise IT messaging. 0. Decision makers are motivated by two emotions above all — fear and greed. In the case of enterprise IT, that equates roughly to saying they want to buy ...
Faith, hope, and clarity 10 May 2013 | 07:23 pm
Some principles of enterprise IT messaging. 0. Decision makers are motivated by two emotions above all — fear and greed. In the case of enterprise IT, that equates roughly to saying they want to buy s...
Notes on pricing 7 May 2013 | 02:40 pm
Vendor clients often ask me about pricing. Everybody knows that there usually are: A low-quantity list price. A standard volume discount (typically 50%ish, assuming negligible cost of goods sold). ...
Notes on pricing 7 May 2013 | 02:40 pm
Vendor clients often ask me about pricing. Everybody knows that there usually are: A low-quantity list price. A standard volume discount (typically 50%ish, assuming negligible cost of goods sold). The...
Messaging and positioning 7 Apr 2013 | 09:24 pm
To a first approximation, messaging is the expression of positioning; and the way you know whether positioning is good is whether good messaging naturally flows from it. So it’s natural to conflate th...
Messaging and positioning 7 Apr 2013 | 09:24 pm
To a first approximation, messaging is the expression of positioning; and the way you know whether positioning is good is whether good messaging naturally flows from it. So it’s natural to conflate th...
When I am a VC overlord 23 Jan 2013 | 07:21 am
When I am a VC overlord: I will not fund any entrepreneur who uses the word “disruptive”, unless she has actually read at least one book by Clayton Christensen. I will not fund any entrepreneur who ...
When I am a VC overlord 23 Jan 2013 | 07:21 am
When I am a VC overlord: I will not fund any entrepreneur who uses the word “disruptive”, unless she has actually read at least one book by Clayton Christensen. I will not fund any entrepreneur who me...
Marketing communication tips 9 Dec 2012 | 03:43 pm
I review many press releases, websites, slide decks, and complete marketing strategies. Inevitably, there are certain marketing communications tips I keep repeating. Some of them are: Pitch at a suit...
