You can’t become the ‘safe choice’ market leader unless there is a benchmark and a 2nd and 3rd place entrant. Create the competition
You cannot build a substitute offering within your own company, so build it in theirs…
The technology of a ‘thing’ should be articulated, then made lighter.
Add the weight of high value human interaction. Intimacy is a premium product
In a sales meeting, CEOs often have a difficult time explaining their own product. They describe the way ‘they’ see it and what it will ‘be’.
🦉 Did your salespeople fail or did you?
Sales people are your internal clients
🤔 They are the 1st to hear the pitch, ask questions and hear the answers and the 1st to buy your product.
🥳 The 1st to become raving fans, or not 🙄
Opening a remote office is a milestone. It’s a boat approaching Plymouth Rock. Don’t mess up the landing. Each remote office is a franchise.
The first mover wields a double-edged sword. We are going to sharpen one side and dull the other. We want to win.
A startup is unsure of what ‘it’ is. Low quality big talking sales reps are hired to go into the market, do reconnaissance and sell ‘it’
ObamaCare what comes next and why
A company is a huge factory with dozens of assembly lines running 3 shifts.
If you want to make changes, such as client profile or margin, the entire system needs to be re-engineered. If you want to change the company culture, you have to change you first
why they buy, or don’t
Why you need two-step authentication
Everything in life has a beginning a middle and an end. A presentation is like that but a little shorter, this is how to make it perfect.
📆 FLASHBACK to 2017
⚕️ Will Obamacare die of old age?
We know how big spending government bills are brought into this world 🤑 but how are they taken out 🤔
This is a collection of the wisdom from people I have known in sales.
High Convenience: Low price & velocity. High Fidelity: luxury & high price. The two business models cannot co-exist in one company
Gig Economy. Elvis has entered the building…
This post isn’t about politics. It’s about a company called Trump and another called Hillary – the endless battle of the Lean v Fat startup
A new bot Twitter bot has been manufactured, it is the Mr Smith. The T1000. A Replicant.
Today Twitter announced a reduction in staff, they had been hoarding developers so the loss is just their extra baggage.
They are doing this because the potential acquirers don’t want the exposure and they don’t want to have to pay the severance packages.
Begins the defragmented. Preserving profitability and forcing inflation