Let’s make a little wager…
I’ll bet you just about anything that I know your competition better than
“How much?” you ask. Well, how much do you have?
Let me immediately apologize for the arrogant nature of the question.
However, I still feel confident that I’ll win the bet. Not because I’m
smarter, have researched more, or have some innate psychic abilities.
It’s because you think of the wrong business — or an incorrect individual
— as your competition.
Most of us believe our competition is the company that is selling a product
or service that is the most similar to our own. (Or, a professional who works
for that company calling on customers and prospects in a similar territory to
However, from the customer’s standpoint, your competition is vastly
different from that.
If I have a great night’s stay at a Ritz-Carlton, I do not say…”Wow!
What a terri... (more)
Here is an interesting news item which claims that UK online ad spend
overtakes mainstream TV. The same news was corroborated by another post which
stated that spending on online advertising surpasses TV. The news was little
disconcerting because it did not seem to match with my ground level
So, I decided to probe a little deeper and unearthed more data on Internet ad
spend. What I uncovered was more in line with what I perceive to be the real
situation. These reports claimed that the Internet ad spend is less than 10%
of total ad spend which is only a fraction of ad spend on TV.
Ad Spend to Grow 6.7% in '08, Internet to Overtake Radio in '08 & Mags in '10
Share of Ad Spending by Medium - April 2008
How can both be true? Careful reading of all the reports resolved the
mystery. The first set of reports …
“… counts the money companies spend on their own we... (more)
Today, after a six month sales cycle that included extensive relationship
building, expensive marketing strategies and a detailed return on investment
analysis that revealed a monthly savings of $13,347 per month (net after the
expense of my new proposal), the client shared that she was inclined to delay
the decision by twelve months! Her reasoning? She feels that she can get a
better deal when her contract comes to end of term. I am so frustrated and
angry! I’ve neglected other clients because of the amount of effort, time
and energy I have put into winning this deal. Without this deal I will not
make plan. I am at my wits end and fear that I could lose my job. Do you have
any thoughts that may help?
P.S. I was very impressed with your background from the press release issued
last month. I have not shared today’s announcement from my client with my
As economic conditions improve, it will be those managers and organizations
that can see opportunities which will flourish. And what we see is a function
of how we think.
We normally imagine that things work the other way round: that we see, and on
the basis of the evidence in front of us, we alter our thinking. But without
a certain level of understanding we cannot interpret the evidence we are
looking at. It is tempting to think that Galileo looked through his telescope
and evidence for the Earth orbiting the Sun. In fact, if he had not had the
benefit of Copernicus’ theories which argued that that this was so, Galileo
might have looked through his telescope and not understood what he was
seeing. In other words, Copernicus thought it, then Galileo proved it – not
the other way around.
What do most senior managers think? They think that they have been in
Click Here to Register for Webinar Now!
When: Tuesday, December 17, 2013, 10:00 a.m. Pacific
Last year, companies invested more than $5 billion into CRM-based
applications to optimize their sales and service processes. But as more than
50% of employees fail to adopt these applications, Gartner predicts that only
1% of organizations provide a consistent customer service experience across
channels and a projected 10% loss in revenue from bad sales performance
Join Badgeville and our industry experts on Tuesday, December 17, at 10:00
a.m. PT as they share how gamification can enable sales and service leaders
to provide a more personalized, rewarding user experience on top of their
enterprise applications, leading to greater user adoption and performance.
In this upcoming webinar, you will learn:
Different gamification design concepts that influence the user b... (more)
Successful teams are what makes organizations succeed. It could be a project
team, a sales team, a marketing team, or a myriad of other types of teams.
The point is, if your organization has teams that are successful, result
oriented, and cohesive, you are on the way to success. A challenge, in the
first place however,is to build that high performance dependable team. Here
are six essentials of ensuring that your teams are the best that can be !
Break the Ice - Socialize !
Get your team mates acquainted with each other. Do an introductory session, a
bowling night, a lunch or anything in your means to bring everyone together.
Team building is a delicate process which needs to be undertaken to get a
great team spirit going. After the Storming phase, the team will start to
Form and then Normalize into having a team mindset.
Assign Roles - Give Responsibility !
In the a... (more)
Has technology forever changed selling?
There's no question about it - Over the last two decades selling has changed,
massively. Is it for the better or are we worse off from where we started?
To help answer this question we've brought in:
Sam Jefferies: Digital Marketing Executive at Workbooks CRM. Providing CRM
Software aimed at small to medium sized businesses. To find out more sign up
for their 30 Day Free Trial.
Ian Moyse: Sales Leader for Rackspace and Board Member of Eurocloud.
Q. So what exactly has changed?
Ian begins: "Sales has moved on a great deal from my early days of a fax
machine, no mobile phone and a PC tied to your desktop. In those times you
did not have an inbox full of emails, were not expected to be always
accessible and would work from paper maps when on the road, using the now
rare red telephone box as your friendly reach back to base.... (more)
CEOs lead by using their brains: they think about how to generate revenues,
they ponder company vision and they constantly think about how to advance and
grow their organization. Competitive analysis, differentiation,
profitability, sustainable growth and innovation. Whew! Heady heads! And
that's good stuff going on in the brains of business leaders.
But in a down economy, you can tell real leadership by what is going on in
executives' hearts. Shifting focus from profits to philanthropy is easy in
good times, but in this bleak economic landscape, it takes a CEO with the
right stuff to have head and heart operating at full steam.
Case in point, I read a recent blog post in Fast Company about Seth Merrin,
CEO of Liquidnet receiving an award from the Committee to Advance Corporate
Philanthropy (co-founded by the Paul Newman Foundation).
Now, Mr. Merrin is a millionaire man... (more)
CEOs in Technology on Ulitzer
The "C" word is getting a lot of press these days (you WERE thinking CEO,
It seems that every time someone gets appointed to a government post, they
get the title "czar." There are so many of these little crazy Ivans running
around in Washington that Senator McCain said Obama has, "more Czars than the
We have a drug czar, an energy czar, a border czar, a climate czar, a czar
for this and a czar for that. In a Wall Street Journal article, Laura Meckler
once wrote about the rising ascension of czars in the White House.
And it's not just in the US. The United Kingdom has it share of little Ivans,
with drug czars, and according to Business Week, the UK has appointed its
first "Twitter Czar!" God help us all! (It's OK to say that...I'm under 140
The question is, what is a czar, and as a leader, do you want... (more)
Most organizational experts will tell you that when joining an organization,
the company's culture is the key to determining whether you will thrive or
suffer in a given work environment. While this is true for a mid-level
manager or individual contributor, the closer you get to the top, the less a
culture matters and the more the CEO's leadership and management style impact
your work satisfaction.
I learned this when early in my career I was a director at a privately held
company that was acquired by a much large public company. In a matter of a
few weeks our approachable, personable CEO was replaced by a top down,
autocratic manager who announced at our first management meeting, "there's a
new sheriff in town, and if you don't like my way of doing things, feel free
to leave before I make the decision for you."
Later on, with a few battle scars and bumps along the ... (more)
One of my first CEO clients - a leader in the early days of the Search
industry - gave me a great piece of advice about the competition. I still
"If you pay too much attention to the competition - you'll always end up
At the time I actually think I thought he was nuts. After all, as a young
idealistic marketing consultant, competitive analysis was one of those B
school standards near and dear to my heart.
Now, some twenty something years later, I see how brilliant he was.
Companies have to think for themselves, not like their competitors.
I'm not saying that you have to ignore your competition. That'd be kinda
silly, now wouldn't it.
What I am saying is that companies have to stop focusing on what their
competition is doing as the baseline for defining their future direction.
Following the competition's lead won't help you be a leader.