By Griffin Hill on 9/29/2008 8:23 AM

In addition to staking your claim, you use the positioning play to establish your role.  The purpose of the first is to find balance between generality and specificity, and the purpose of the second is to claim the high ground. 

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By Griffin Hill on 9/22/2008 11:18 AM

The purpose of the positioning play is to stake a claim, establish the role of the sales person, and help the sales person to occupy a desired location.

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By Griffin Hill on 9/15/2008 9:14 AM

I have often heard sales leaders and chief executives express the desperate hope that they could simply hire a natural born sales person or someone with the "sales gene." 

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