Archive for 2012
How physics and acting can help your sales career
Is the next level in sales where the true sales athlete are able to transfer the contagion of their strong belief and passion in what they are selling to their customer; so much so that like a fallen tree in a raging river the customer will be compelled to move along with them?
Read MoreStrategically Escaping Price Compression: A Summary of D’Aveni’s Hyper-competition
Hyper-competition made a big splash in the popular business press when it was first released yet few executives have had the patience and tolerance to get through this difficult tome. We provide a summary article to communicate its key insights to executives.
Read More‘Tis the Season for “Ambush” Marketers
Ambush Marketing, coined in the 1980s by Jerry Welsh, is a marketing strategy in which a competing brands connects itself with a major sporting event without paying any sponsorship fee. Will it succeed in the upcoming London Olympics?
Read MoreHow Core Values Drive Performance
Are core values, and the company culture they support, the most important ingredient in achieving predictability and consistency in the sales actions that bring about the sales results we want.
Read MoreFor Wireless Carriers, “Customer-centricity” is the key to unlocking Potential and Profits
During the first century of its existence, the Telecom industry’s Operating model remained relatively simple and vertically integrated. Today, Heterogeneous Networks enable Customers with “seamless mobility”. How does this affect the strategy needed to compete?
Read MoreTop 6 – June 2012
Mr. Leahy (Airbus CEO) said he was “shocked” by the magnitude of Boeing’s discounts but said they won’t stick. “They’ll try it for a while and decide they could make more money at 40% with higher pricing than at 50% with low pricing.” Stop wasting sales reps time on admin. Don’t swallow the hype. A…
Read MoreFive Common Afflictions of Sales Teams
Over and over I’ve noticed five common afflictions that affect them, each of which reduces morale and sales performance. Read to avoid their destructive impact.
Read MoreThe Evolution to 4G LTE – For Customers, It’s great; For Carriers, Profitability still matters!
With more wireless connections than people in the US and an insatiable appetite for data-enabled applications and devices, Carriers have a huge incentive to roll out higher bandwidth 4G LTE networks – but only if they can profit simultaneously.
Read MoreBest Buy & J.C. Penney: Strategically Confronting Dislocation and Price Pressures with Relevancy
Declining profits and hammered by investors, Best Buy and J.C. Penney are having a tough go. Some seem to believe traditional brick and mortar retailers are circling the drain as US consumers switch to online channels. But take a deeper look, and you will find that both show promise.
Read MoreWelcome to ‘Seinfeld’ Marketing
Do we have the “Seinfeld syndrome,” generating interest from hard-nosed investors in a business concept about nothing? A look at Facebook’s IPO
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