- There are three primary competitive strategies a business can pursue: lowest price, best product, or customer intimacy.
- Both the lowest price and best product strategies are designed to eliminate barriers.
- The customer…
There aren't too many things more important in sales than gaining first meetings with your dream clients. Nothing happens until you can meet and explore change. This post is unlike my usual Sunday offering. Instead of my usual focus on personal…Continue Reading
Be Uber. Be AirBNB. Be Facebook. Be a disruptive force and create a scenario and create a scenario where there is no competition, where you are a category of one.
At worst, be a big player in a class with very few competitors. The idea here is…Continue Reading
There are as many or more ways to lose deals than there are ways to win them. One way to lose, but likely not the most common, is to be outsold by a competitor. Fair enough, you have been on both sides of that story. However, the most common way…Continue Reading
Over time, you learn from watching leaders and from leading your own teams. You see things differently at different times, and if you pay attention, you make new distinctions. You see new patterns.
Here are four beliefs about leadership that I…Continue Reading