If you need a differentiated, superior value promise to win customers’ votes, how do you know when your value promise is no longer working and business model innovation is called for? Make sure you measure repeat purchases, your consideration rates and your win rates. Discover where you’re losing business and why you’re losing business, as [...]

Image via Wikipedia All customers buy on perceived value. Unfortunately, Walmart’s advertising has led us to define value as lowest price. We’ve forgotten that there are value promises beyond lowest price in today’s recession. Value is a mental scale with benefits on one side and costs on the other. Both sides contain tangible and intangible, [...]

I took up rock climbing to confront my fear of heights. I’d follow my planned route, stopping to decide on my next steps. Stopping for too long, usually out of fear, was always a mistake.  Fear aroused the oldest part of my brain that screamed, “Any move other than right back down the way you [...]