It is natural to expect that those who won in prior battles will continue to win in future ones, but underdogs can upset the structure when they focus on the right strategy. In 2005, Boeing, Motorola, and AMD each reversed their downward decline or questionable market position to achieve strong performance. How they achieved their…

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I have always believed that essence of creativity is the ability to see relationships. As a student of today’s super-competitive marketing environment, I have recently come across two relatively disjoint scholarly theoretical observations that I believe provide great insight for companies seeking to better compete in the business-to-business environment. Miland Lele’s ‘Monopoly Rules’ I learned…

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The time that salespeople spend with prospects is a valuable and precious commodity. Who wants to waste it with a corporate backgrounder? Really, on the priority list of things to communicate during a prospect interaction, the corporate background is pretty low. Many salespeople would rather spend their time discussing the features and benefits of the…

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