Archives tagged: communication
Somewhere between blunt and precise lies communication. Go too far in either direction and you lose them. When sales people manage information…
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The year 2012 is ending with a number of key happenings that are changing the face of strategic marketing. Jim’s take on At&T, H-P, McDonalds, and Hostess
More The ever-so-dreaded prisoner’s dilemma outcome achieved in most pricing wars can be avoided in some instances by applying games of coexistence. In particular, the Hawk-Dove game offers a unique result that fosters mutual benefit and healthy market competition. The value contributed by the Hawk-Dove model involves understanding the cost of waging a price war, the potential strategy-dependent profit realized, and the managerial security expressed.
More “Sellers don’t control their product, quality, marketing, customers, competitors, or pricing. What they do control is, what they know, and how and when to apply what they know.“ Read a controversial approach to sales and price quoting from Spider Lockhart and ask yourself: when should prices be transparent and when should they stay opaque?
More As Mark Hurd, co-president of Oracle re-emerges on the public stage, we see him once again focusing on the sales force. Within Oracle’s sales force, he has changed job descriptions, reporting structures, compensation plans, staff size, and corporate routines in a stated effort to improve revenue and profits. But what principles guide his sales-force design? Is he a sales-force master architect or a tinkerer that will destroy Oracle’s revenue?
More The troubled economy of the past several years has challenged – and weakened – many businesses around the world. Although business leaders can’t manage the myriad external factors that impact their organization, they can take advantage of wounded competition through solid strategies.
More All over the world, existing and new players are working to make point-of-sale mobile payments a reality. The two key challenges in realizing this are building partner ecosystem, and changing consumer behavior to adopt mobile device as a payment instrument. To change consumer behavior, providing a compelling yet secure consumer experience is a critical factor. This paper contends that having the right balance between consumer experience and security is a must to drive adoption.
More This fall, Nike is rumored to be launching the above $300 LeBron X Nike Plus basketball shoes. What was expected to be a highly promising product launch has morphed into a management and political quagmire regarding its high price, potential violence, and target market abuse. What should Nike do?
More Theodore Levitt claimed that the primary reason for the growth of any industry to be threatened, slowed or stopped is not because the market is saturated. Rather, it happens when the industry leaders define their markets by focusing primarily on their products/services and not on their customers’ underlying needs. How does this apply to telecom?
More The national bestseller, Getting to Yes: Negotiating Agreement Without Giving In (2), by Roger Fisher and William Ury offers a unique applied approach to understanding how to reach a “wise” agreement. According to Fisher and Ury, a wise agreement improves both parties relationship by offering a fair and lasting solution
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