Everyone has an opinion when it comes to branding. Over the course of my career, first as a client-side marketing executive, then as a revenue-growth consultant to B2B companies, I’ve had the opportunity to participate in dozens of major branding projects (e.g. what to name a company or division) and many more minor branding projects […]
I just got off the phone with a B2B CEO who wanted to build his B2B branding messaging around the concept of how his products and services are better than his competitors’ (e.g., “We have better customer service”). It took a bit of explaining, but I believe he is now (rightly) focused on branding his […]
In a recent article, Eight Critical Brand Health Questions You Should Be Asking, I shared the questions that you should be asking to determine if your B2B brand is helping or hurting your company. Branding incorporates a number of elements (e.g. name, message, promise, graphic elements, etc.) but I will focus this message specifically on […]
My clients probably get tired of hearing me talk about the virtues of differentiation. But it’s usually better to remove the competition by developing your difference than it is to take on the competition directly. Companies that do the latter are considered commodity providers and this is not a good position to occupy in the […]
When I published my recent book, The Essential Guide to Building Your Lead-to-Revenue (L2R) Machine™, I chose brand strategy as the first key component of the framework because of its extreme importance to L2R success. Building the rest of your marketing and sales initiatives on top of a weak brand is akin to building a […]
Two months ago, I wrote an article titled The Economic Value of Your Company Brand. The theme of the post: No matter the size and scope of your company, the brand position you hold with your prospects and customers has monetary value in terms of sales, stock prices and even employee retention. One of the […]