The rate of technology innovation is part of the digital disruption challenge facing companies, department, teams and employees. That disruption is threaten many traditional businesses like banking or my last turnaround assignment that is a traditional software reseller threaten by cloud…
The Sustainable Competitive Advantage (SCA) Process: The Hearth of Strategy
In order to choose your strategic positioning, I would suggest that you review the strategic disruptions and examples shows in the first image and the post Is It Time to Review Your Business Model?
The Sales Area Is Underperforming: Have You Promoted Your Best Salesperson to Sales Manager?
Second, the skills and responsibilities of a salesperson and a sales manager are different. Let list some of the skills of a sales manager: building a sales culture; leading a team; team motivation; hiring; retaining top performers; conflict management; coaching; feedback…
10 Steps of How to Implement the Value Chain Concept Successfully
The 10 steps of value chain The first step is defining the Business Strategy of the firm. I mean defining our main Value Discipline (Operational Excellence, Customer Intimacy or Product Leadership according to Michael Treacy and Fred Wiersema) or our Core…
Quick and Inexpensive B2B Guerrilla Marketing Transformation to Revamp Revenue
As Jay Conrad Levinson said in his book Guerrilla Marketing “failure to upgrade your marketing effort is a symptom of corporate demise.” Many firms need to revitalize or even turnaround their growth strategy. Nevertheless, without a marketing transformation or deep review,…
The Best B2B Sales Transformation Methodologies and Books
Is your sales organization using the full potential of the available sales approaches? In our experience many companies are using the potential of 20th century approaches as Solution Selling. Nevertheless, there are still many organizations that they have no updated their…