One of the reasons prospecting is so difficult is because most of us swim in Red Oceans, crowded markets with fierce competition (read my new column on Forbes for more on Red Ocean strategy). In the Red Ocean, success requires that you displace…Continue Reading
Speaking poorly about your competitors is poor form. It can make you look petty, jealous, and; as if you are trying to build yourself up by tearing them down. That said, you do need to be able to differentiate yourself and your offering from your…Continue Reading
You have strong beliefs. More like convictions, really. You believe these things so strongly that you are not only unwilling to change, you are unwilling to even consider alternatives. Some of these beliefs may serve you, but sometimes they are…Continue Reading
A red team is a group from within your own organization that plays the role of your competitor to help identify weaknesses in your strategy.
It's good to be positive and optimistic. It's another thing altogether to be clueless, or worse,…Continue Reading