Over the years, “positioning” has become a highly used word in marketing, but as I watch what companies say, I wonder if anyone understands what I’ve been writing about these many years. That said, maybe it’s time to clarify things: Positioning is how you differentiate yourself in the mind of your prospect. It’s also a body of work on how the mind works in the process of communications. The first words on this subject go back to 1969 when I wrote an article in Industrial Marketing magazine entitled “Positioning is a game people play in today’s me-too marketplace.” (Here’s an untold secret: I chose the word “positioning” because of a dictionary’s definition of strategy: “Finding the most advantageous position against the enemy.”) Since then, I’ve written a number of books on the subject, but let me boil it down to the five most important elements in the positioning process. 1. Minds are limited. Like the memory bank of a computer, the mind has a slot or position for...