This is what happens when sales doesn’t change

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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 ...

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7 proven ways to stay in the lead

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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 ...

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Wisdom - My guiding compass

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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 ...

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5 surprising ways to ignore your competitors

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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 ...

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What is the difference between terrible and amazing service?

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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? ...

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Startups: is your product actually important?

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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 ...

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Successful startups have an amazing focus on sales

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As a startup leader, what emphasis do you put on your sales effort?  The world of sales is complicated and noisy. Customers demand, competitors attack and pundits natter.There are too many messages “splashed and sprayed” at the market through too many channels; this relentless and constant bombardment is distracting and often gets in the way of people deciding who to do business with. Criti ...

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Amazing salespeople are sick and tired of selling

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Many sales pundits define 7 stages of the sales cycle, with closing a deal being defined as the end of the cycle.To most salespeople "the close" represents the welcomed end to a time consuming and laborious effort to get the client to buy. It is a time to get paid, take a deep breath, relax and move on to the next challenge.The close has its roots in our culture. A culture where we are taught in s ...

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What happens when you are amazing at reacting

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Traditional business strategy methods give us many tools and techniques to build the “perfect plan".  It offers structure in the SWOT process. It provides analysis in demand and forecasting models. It provides decision-making frameworks to assess the merits of various alternatives. It’s a mature discipline that has definitely helped organizations chart a course for their future.That said, I ...

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The only way to get a competitive advantage

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NEVER has it been more important to carve out a distinctive and unique place for your new business in the market than it is today.The economy is unpredictable. Competition is intense as new competitors are entering the market at a blistering rate.New technology "rains down" relentlessly.Markets are cluttered with sameness; products and services are undifferentiated, relying on price to be the dif ...

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