Turbocharge Your Value Proposition
A few months ago, I met with the management team of a medium-sized company having sales problems. The company was in a commodity business, and the sales reps were stuck trying to sell to low-level,...
View ArticleHow to Win the Battle and Lose the War
Sunday, December 7th, 1941. Admiral Chester Nimitz was attending a concert in Washington D.C. He was paged and told there was a phone call for him. When he answered the phone, it was President Franklin...
View ArticleThree Cornerstones of Profitable Growth
What essential elements does a company’s top management team need to put in place to create years of strong, profitable growth? Here’s my old family recipe: information, process, and value footprint....
View ArticleHow to Win a Price War
Price war! How can you win without destroying your own profitability? Fire a bigger weapon? Outlast your competitors? Any way you look at it, a price war is the ultimate in self-destructive, lose-lose...
View ArticleTurbocharge Your Value Proposition
A few months ago, I met with the management team of a medium-sized company having sales problems. The company was in a commodity business, and the sales reps were stuck trying to sell to low-level,...
View ArticleHow to Win the Battle and Lose the War
Sunday, December 7th, 1941. Admiral Chester Nimitz was attending a concert in Washington D.C. He was paged and told there was a phone call for him. When he answered the phone, it was President Franklin...
View ArticleThree Cornerstones of Profitable Growth
What essential elements does a company’s top management team need to put in place to create years of strong, profitable growth? Here’s my old family recipe: information, process, and value footprint....
View ArticleHow to Win a Price War
Price war! How can you win without destroying your own profitability? Fire a bigger weapon? Outlast your competitors? Any way you look at it, a price war is the ultimate in self-destructive, lose-lose...
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