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Differentiate or Die: Survival in Our Era of Killer Competition - Hardcover | Diverse Reads

Differentiate or Die: Survival in Our Era of Killer Competition

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A newly revised and expanded edition of the revolutionary business classic, Differentiate or Die, Second Edition shows you how to differentiate your products, services, and business in order to dominate the competition. Veteran marketing guru Jack Trout uses real-world examples and his own unique insight to show you how to bind customers to your products for long-term success and loyalty. This edition includes new case studies, new research, and updated examples from around the world.

ISBN-13: 9780470223390

Media Type: Hardcover

Publisher: Wiley

Publication Date: 03-07-2008

Pages: 272

Product Dimensions: 6.20(w) x 9.00(h) x 1.00(d)

JACK TROUT is President of Trout & Partners Ltd. (www.troutandpartners.com), one of the nation’s most prestigious marketing firms with offices in twenty-two countries. He is recognized as a top marketing guru and is the creator of the revolutionary concept of positioning. He is also the coauthor of the bestselling classic Positioning, among many other titles. STEVE RIVKIN is founder of Rivkin & Associates LLC (www.rivkin.net), a marketing and communication consultancy. He is coauthor of five books on marketing and communication strategy and is a frequent speaker at seminars and conferences around the world.

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What People are Saying About This

Mike Ruettgers

We've built our business by being first--and executing best. Jack Trout and Steve Rivkin are doing the same, delivering the timely, powerful insights that will drive tomorrow's marketing strategies. A must read for anyone looking to win in an unforgiving competitive marketplace.
— (Mike Ruettgers, CEO, EMC Corporation)

Rance Crain

Marketers are giving up too easily in trying to differentiate themselves from one another. Jack Trout effectively blows the whistle on them.
— (Rance Crain, President, Crain Communications Inc.)

Kenneth D. Walker

Great ideas on how folks have differentiated products that you would never believe could be differentiated.
— (Kenneth D. Walker, President, Meineke Discount Muffler Shops)

Aaron Cohen

Dotcom executives must learn the lessons of Differentiate or Die. It they don't, I pity their investors.
— (Aaron Cohen, CEO, Concrete Media)

John Schnatter

Another great book by the king of positioning.
— (John Schnatter, CEO, Papa John's International)

Scott McNealy

What I like about Differentiate or Die is the book's emphasis on the power of logic, simplicity, and clarity--getting to the essence of a problem. In Silicon Valley, attributes like that can make the difference between having lunch and being lunch.
— (Scott McNealy, CEO, Sun Microsystems, Inc.)

Table of Contents

Chapter 1. The Tyranny of Choice 1

Chapter 2. The Creeping Commoditization of Categories 11

Chapter 3. Whatever Happened to the Unique Selling Proposition? 19

Chapter 4. Reinventing the Unique Selling Proposition 27

Chapter 5. Quality and Customer Orientation Are Rarely Differentiating Ideas 35

Chapter 6. Creativity Is Not a Differentiating Idea 45

Chapter 7. Price Is Rarely a Differentiating Idea 55

Chapter 8. Breadth of Line is a Difficult Way to Differentiate 67

Chapter 9. The Steps to Differentiation 75

Chapter 10. Differentiation Takes Place in the Mind 83

Chapter 11. Being First is a Differentiating Idea 93

Chapter 12. Attribute Ownership is a Way to Differentiate 103

Chapter 13. Leadership is a Way to Differentiate 117

Chapter 14. Heritage is a Differentiating Idea 125

Chapter 15. Market Specialty is a Differentiating Idea 137

Chapter 16. Preference is a Differentiating Idea 145

Chapter 17. How A Product is Made can be a Differentiating Idea 155

Chapter 18. Being the Latest can be a Differentiating Idea 165

Chapter 19. Hotness is a Way to Differentiate 175

Chapter 20. Growth Can Destroy Differentiation 181

Chapter 21. Differentiation Often Requires Sacrifice 191

Chapter 22. Being Different In Different Places 199

Chapter 23. Maintaining Your Difference 207

Chapter 24. Differentiation in the New World of Buzz 217

Chapter 25. You Can Differentiate Anything 225

Chapter 26. Who is in Charge of Differentiation? 235

Epilogue 243

Notes 245

Index 251