Adapt or die —we have seen this consequence play out for centuries.Now it’s time for sales to pay attention.Old school traditional sales has outlived its usefulness.It no longer works.If sales is to maintain relevance in today’s world, a transformation of the way it is practiced is required. Not just incremental change, but a completely new approach.  Blowing up the old model; building a

A competitive advantage is hard enough to create; it's even more difficult to keep.It's inevitable. Once you carve out your uniqueness in the market, the "competitive hordes" see it and copy what they like.Everyone loves benchmarking the best, so once you step out and lead the pack, expect others to dissect what you've done and pick out their favourite morsel.There is no preventing this. It's one

Are you looking to start a company, make a drastic change in your life or are stepping into the unknown? There are forces of nature that are there to help and guide you if you look for them. It can get scary, fearful, and very daunting. As a result, I have compiled a list of things that will guide me even in the darkest moments of life and business.   This is a list of belief that I use as a com

There is too much talk about the competition. How to build a competitive strategy, tips for analyzing your competition, how to attain a cost leadership position against your competitors and how to out-sell them pervade the thinking of most business people.Barriers to competitive entry misses the point  The underlying strategy is to build barriers to competitive entry; erect a massive wall to pr

Providing superlative customer service is the holy grail of many organizations, yet few actually achieve it.     In fact in my experience, the majority of businesses hover between providing mediocre service to downright terrible service. Why do the words (of wanting to exceed the customer’s expectations with dazzling service) and music (of actually delivering mind-blowing service) not match?

To the entrepreneur the product is the center of their universe. It’s the manifestation of their new idea they hope will change the world in some BIG way.They have a fundamental belief that their product satisfies some compelling purpose and they stress attributes such as features, cool technology and price as the reasons why people should buy it.  A strategic game plan for a startup business