Sell Value NOT Services

Selling value not product

A message for people working in marketing agencies, selling value is what is required to succeed. Make your sales pitch relevant and you do that by communicating value as opposed to the services you offer.

Lenovo – from Pretty Terrible to Getting Close


When Lenovo first acquired IBM’s PC division, its global message to market was a shambles. It’s improved a lot, and while not there yet, it’s close and just needs a further level of refinement. The message is all there, it’s just too much!

Lorna Jane – a Core Message and Fantastic Product

I’d never heard of Lorna Jane and then, about 18 months ago, it started entering into the peripheries of my awareness. It happened simply enough when, on a couple of occasions, I found myself complimenting people’s outfits, asking where they got them from. I was told “oh this is Lorna Jane.” Mmmmm what is Lorna…

“Practise Goodism”

Nudie smoothie

There is a cool brand of juices in Australia called “Nudie.” Nudie are awesome because they’ve developed juices with absolutely no preservatives, additives or any other crap in them. We loved them. _ The reason I highlight Nudie on this blog is because it’s a brand that not only became very successful in Australia against…

Who’s Best to Speak?

Best speaker

I’ve attended thousands of events, whether I’ve organised them, participated in them, or just been there to listen, and there is one thing that happens far too many times. The speakers are mind numbingly boring; to the point you’d rather put red hot pins in your eyes than sit and listen for another second. Thankfully,…