May 17, 2013
On Sustaining Velocity in the Purchase Process
The value proposition begins as an abstract concept, but the moment it is engaged by the prospect it enters the time-space continuum. It moves from "thing" to…
May 1, 2013
On the Three-Question Path that Defines My Becoming
The question, “Why do people say yes?” is different than the question, “Why does a (particular) person say yes?” While the two interrogatives seem similar, the…
Apr 29, 2013
On the Danger of Writing Only for the Critics
Most of the self-important literature in the market is hard to read. Some of the best and most important literature is so readable that it is overlooked by the…
Apr 15, 2013
On Marketing and the Priority of Conclusions Over Claims
Marketers are too concerned with claims. The work of the marketer is more subtle. We should be more concerned about fostering conclusions than forcing claims.…
Apr 9, 2013
On Vulnerability as the Key Attribute of the Effective Teacher
The teacher is often most effective when relating to his audience through the experiences of his own life. Typically, it is not his victories which achieve the…
Apr 1, 2013
On Developing a Throughput Line in Sophisticated Literature
I have written about the need for an attractant in sophisticated literature, such as poetry. Sometimes I have called it a “throughput line”. I realize that there…
Mar 26, 2013
On the Strategist’s Ability to Enter the Mind of Another
Strategy is more about the “strategist” than it is about the “strategy.” The strategist employs a fundamental ability to predict behavior. This ability is…
Mar 14, 2013
On My Work as an Expression of Experimental Philosophy
I need to consider the impact of rational choice theory as it relates to my research on the value proposition. I think I hold to a subjective theory of value, at…
Feb 22, 2013
On the Practice of Marketing as Science and Art
Stephen Brown, from the University of Ulster, in 2001, wrote a paper now considered a classic: Art or Science? 50 years of marketing debate.[1] Brown is an…
Feb 21, 2013
On Mistaking Talent for Truth
Don’t mistake appealing writing for truthful content, and don’t mistake a great intellect for a great theologian/philosopher. There is a difference between being…