Strategy involves outdoing adversaries while cooperating when possible. It requires understanding others to influence their actions. Strategy is about delighting customers through planning, getting and keeping them. It requires analyzing the environment, competitors, and your own strengths to develop a differential advantage through unique activities and tradeoffs that limit options. Profit, not just growth, is the goal. Flexibility and continual innovation are needed as industries change.
The successful salesperson think and act differently than the average salesperson. Here we are discussing the 12 traits of a successful salesperson. These traits will help a salesperson to successful in their career.
The successful salesperson think and act differently than the average salesperson. Here we are discussing the 12 traits of a successful salesperson. These traits will help a salesperson to successful in their career.
This is a general introduction to market-based strategic thinking and planning.
Strategic Market-Based Planning was a 3-day public workshop for managers offered for many years through what is now UW-Madison’s Center for Professional and Executive Development (CPED). Five years ago I posted the slides from the course and it was consistently one of my top viewed and downloaded presentations. I updated that content and replaced it with this slide deck.
Welcome to the ‘Marketing Basics’ – dear friend! :)
This document is authored by Angshu – a PhD Scholar in Marketing Management in one of the top management schools in India. This document is created for the purpose of spreading knowledge about basic marketing concepts and frameworks in a brief and easy to understand manner. You are free to use this document for personal non-commercial purposes. You can also share this document with anyone and everyone who you think will find the information useful. For any further queries about the content or copyright please write to us at: tnmg4u@gmail.com. Any feedback, suggestions or comments about this document or TNMG website (www.tnmg4u.com) or our YouTube channel (www.youtube.com/user/TNMGTube) is most welcome. We would love to hear back from you! :D
A simplified overview of Sales Models Pre war towards 2014Joost Holleman
Sales models pre war towards 2014
1. PERSONAL PREPARATION MODELS
2. INTERPERSONAL SKILLS MODELS
3. PRESENTATION BASED MODELS
4. APPLICATION MODELS
5. VALUE SELLING MATRIX MODELS
6. Challenging SALES
This is a general introduction to market-based strategic thinking and planning.
Strategic Market-Based Planning was a 3-day public workshop for managers offered for many years through what is now UW-Madison’s Center for Professional and Executive Development (CPED). Five years ago I posted the slides from the course and it was consistently one of my top viewed and downloaded presentations. I updated that content and replaced it with this slide deck.
Welcome to the ‘Marketing Basics’ – dear friend! :)
This document is authored by Angshu – a PhD Scholar in Marketing Management in one of the top management schools in India. This document is created for the purpose of spreading knowledge about basic marketing concepts and frameworks in a brief and easy to understand manner. You are free to use this document for personal non-commercial purposes. You can also share this document with anyone and everyone who you think will find the information useful. For any further queries about the content or copyright please write to us at: tnmg4u@gmail.com. Any feedback, suggestions or comments about this document or TNMG website (www.tnmg4u.com) or our YouTube channel (www.youtube.com/user/TNMGTube) is most welcome. We would love to hear back from you! :D
A simplified overview of Sales Models Pre war towards 2014Joost Holleman
Sales models pre war towards 2014
1. PERSONAL PREPARATION MODELS
2. INTERPERSONAL SKILLS MODELS
3. PRESENTATION BASED MODELS
4. APPLICATION MODELS
5. VALUE SELLING MATRIX MODELS
6. Challenging SALES
Developing a Strategic Plan Essay
Essay on What Is Strategy
Essay on Decision Making Strategies
Marketing Strategies Essay example
Business Strategy Essay
Pricing Strategy Essay
Marketing Plan and Strategy Essay
Strategy as Revolution Essay
Strategic Management Essay
Differentiation Strategy
Balancing Act: Leveraging Diversification for Business GrowthLarry Savage Jr
Retaining a competitive edge and establishing the groundwork for long-term growth may be challenging in the corporate world. Diversification is a tried-and-true approach that is crucial for achieving this equilibrium. While there is no universal solution to gaining long-term success in the business, diversification could be a viable approach.
Strategy creates context for operating decisions.
It establishes the playing field and provides guidance for decision-making, the experience and skills needed by employees, positioning of marketing and advertising, the priority of initiatives, how to structure the company, and a many other issues.
In developing strategy, leaders make conscious and informed choices about who they are and what they stand for:
–What are our core values and beliefs?
–What markets and customer groups will we serve?
–What products and services will we offer and how profitable is each one?
–What infrastructure, core processes and resources must we have to succeed?
–What competitive advantages will cause us to succeed?
–What core competencies must we have to fuel our growth?
–How will we sell our products and services?
–How will we market our products and services?
–What financial results will we achieve?
In this A to Z we will cover some of the main elements of business strategy and give you some tricks and tips along the way!
Based on everything you know then, what is Bezos singular grand s.docxikirkton
Based on everything you know then, what is Bezos' singular grand strategy out of the list I sent you all below. Well developed ideas, by the way! Well done.
A simplified and concise definition of grand strategies is that they direct the organizations to the available paths open to them which would allow the achievement of their longterm objectives.
CONCENTRATION
The first strategy and the simplest is that of CONCENTRATION. The organization directs its efforts and resources to the profitable growth in the market and technology in which it is currently operating. The reason for this approach is the low additional resources required as well as low risk, since by their known competency they have prospered in the past. The negative side to this is the trends of industries in some cases have been shown to alter performance and the organization is then left with an outdated product. Also, the company may incur slow profitability and growth with this strategy. This is THE market penetration approach. You just have to aware of market conditions that help or may hinder prosperity using this approach. Having a corner on the market of the buggy whip business is not a good idea.
MARKET AND PRODUCT DEVELOPMENT
I will combine, in a fashion, the MARKET DEVELOPMENT (the second) and PRODUCT DEVELOPMENT (the third) strategies in the interest of space. Market development requires some modification in the product and in channels of distribution as a way to seek new markets. Also, variations in model and product size constitute an approach in this strategy. The product development factor is normally chosen to prolong the life cycle of currently sold products or to take advantage of a favorable reputation or brand name. Both of these involve moderate risk and cost.
INNOVATION
INNOVATION is our fourth strategy. Many industries have gone out of business because they refused to place due resources in R&D efforts. With the rapid turnover of technology, it is foolhardy not to place capital into the future of the business through innovation. This strategy differs from the product development in the extent to which products come out as brand new or fundamentally new though innovation. Innovation will make other products obsolete. The negative in this approach is in the failure rate: innovation is fraught with risk and uncertainty.
HORIZONTAL AND VERTICAL INTEGRATION
In the interest of brevity I will combine our two integration strategies; namely, HORIZONTAL INTEGRATION (HI) and VERTICAL INTEGRATION (VI). Both of these strategies allow growth through the acquisition route, but HI uses the purchase of a the organization in a similar
business in the same stage of the productionmarketing chain. VI permits growth through the acquisition of the organization which is a supplier of inputs to the acquirer and is known as BACKWARD INTEGRATION while the union with the organization closer to the ultimate consumer would be known as FORWARD INTEGRATION. HI allo ...
The world of search engine optimization (SEO) is buzzing with discussions after Google confirmed that around 2,500 leaked internal documents related to its Search feature are indeed authentic. The revelation has sparked significant concerns within the SEO community. The leaked documents were initially reported by SEO experts Rand Fishkin and Mike King, igniting widespread analysis and discourse. For More Info:- https://news.arihantwebtech.com/search-disrupted-googles-leaked-documents-rock-the-seo-world/
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
Top mailing list providers in the USA.pptxJeremyPeirce1
Discover the top mailing list providers in the USA, offering targeted lists, segmentation, and analytics to optimize your marketing campaigns and drive engagement.
Building Your Employer Brand with Social MediaLuanWise
Presented at The Global HR Summit, 6th June 2024
In this keynote, Luan Wise will provide invaluable insights to elevate your employer brand on social media platforms including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok. You'll learn how compelling content can authentically showcase your company culture, values, and employee experiences to support your talent acquisition and retention objectives. Additionally, you'll understand the power of employee advocacy to amplify reach and engagement – helping to position your organization as an employer of choice in today's competitive talent landscape.
Event Report - SAP Sapphire 2024 Orlando - lots of innovation and old challengesHolger Mueller
Holger Mueller of Constellation Research shares his key takeaways from SAP's Sapphire confernece, held in Orlando, June 3rd till 5th 2024, in the Orange Convention Center.
Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
B2B payments are rapidly changing. Find out the 5 key questions you need to be asking yourself to be sure you are mastering B2B payments today. Learn more at www.BlueSnap.com.
Understanding User Needs and Satisfying ThemAggregage
https://www.productmanagementtoday.com/frs/26903918/understanding-user-needs-and-satisfying-them
We know we want to create products which our customers find to be valuable. Whether we label it as customer-centric or product-led depends on how long we've been doing product management. There are three challenges we face when doing this. The obvious challenge is figuring out what our users need; the non-obvious challenges are in creating a shared understanding of those needs and in sensing if what we're doing is meeting those needs.
In this webinar, we won't focus on the research methods for discovering user-needs. We will focus on synthesis of the needs we discover, communication and alignment tools, and how we operationalize addressing those needs.
Industry expert Scott Sehlhorst will:
• Introduce a taxonomy for user goals with real world examples
• Present the Onion Diagram, a tool for contextualizing task-level goals
• Illustrate how customer journey maps capture activity-level and task-level goals
• Demonstrate the best approach to selection and prioritization of user-goals to address
• Highlight the crucial benchmarks, observable changes, in ensuring fulfillment of customer needs
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
In the Adani-Hindenburg case, what is SEBI investigating.pptxAdani case
Adani SEBI investigation revealed that the latter had sought information from five foreign jurisdictions concerning the holdings of the firm’s foreign portfolio investors (FPIs) in relation to the alleged violations of the MPS Regulations. Nevertheless, the economic interest of the twelve FPIs based in tax haven jurisdictions still needs to be determined. The Adani Group firms classed these FPIs as public shareholders. According to Hindenburg, FPIs were used to get around regulatory standards.
2.
“Strategic thinking is the art of outdoing an
adversary, knowing that the adversary is trying
to do the same to you.”
“It is also the art of finding ways to cooperate,
even when others are motivated by self-interest,
not benevolence. It is the art of convincing
others, and even yourself, to do what you say. It
is the art of interpreting and revealing
information. It is the art of putting yourself in
others shoes so as to predict and influence what
they will do.”
The Art of Strategy, Dixit and Nalebuff, W.W. Norton, 2008.
3. Strategy
Strategy is planning that allows you to delight
your customers.
Strategy is about getting customers and keeping
them.
– Drucker: “The purpose of a business is to create a
customer.”
Product first, not profits
5. Strategic Planning and Analysis
Planning how to delight customers requires
these steps:
– Scanning the overall environment
– Scanning and researching the industry environment
– Researching direct competitors
– Researching your organization's skills and resources
– Analyzing current strategy
– And, most important, knowing what will delight your
customers before they know it
6. “The Five Competitive Forces That Shape Strategy,” Michael Porter, Harvard Business Review, January 2008.
7. Before the Internet
Michael Porter wrote the initial model for the
Five Forces in 1979.
He wrote “What Is Strategy” for HBR in 1996, his
seminal book Competitive Strategy in 1981, and
Competitive Advantage in1985.
Before the Internet (BTI)
– Before Google
– Before Napster, iTunes, and the iPod, iPhone, and
iPad
– Before craigslist.com
He didn’t consider how to compete with free.
8. Before Behavior Economics
Porter made his major contributions to strategy
theory before behavioral economics research.
BE research has shown that people do not make
rational decisions (emotions dominate) and that
markets are not rational.
That success is more often the result of luck
(randomness) than carefully planned strategy.
Delighting customers with awesome products is
the key now, not having barriers to entry.
9. Randomness
People are not wired to understand randomness.
We are wired to see patterns and causality; can’t
accept randomness.
Can’t plan for luck.
But can be nimble and take advantage of lucky
breaks.
10. Operational Effectiveness Is Not Strategy
Concentration on core competencies and
competitive positioning via benchmarking can
lead companies down the path toward mutually
destructive competition.
Companies must distinguish between
operational effectiveness and strategy and not
confuse them.
“What is Strategy,” Michael Porter, Harvard Business Review, November 1996, Reprint # 96608
11. Operational Effectiveness Is Not Strategy
Operational effectiveness is necessary to
compete but not sufficient to win.
A company can outperform others and win only if
it can establish a difference that it can sustain – a
differential competitive advantage.
– In the past barriers to entry were the primary
competitive advantage.
– Now, it's better products and service.
Operational effectiveness means doing things
better than competitors, strategic positioning
means doing things different from competitors
and having better products and service.
12. Strategy Rests On Unique Activities
The essence of strategy is choosing to perform
activities differently than rivals do.
Strategic positions can be based on customers’
needs, customers’ accessibility, or the variety of
a company’s products or services.
Porter’s concept of fit is no longer valid.
Change is happening too fast.
Remember, “structure follows strategy”
13. Generic Strategies
There are three generic (primary) strategies:
– Differentiation
– Focus (niche marketing)
– Cost leadership
These definitions characterize strategic positions
at the simplest and broadest levels.
14. Secondary Strategies
Within the three basic strategies, there are
several secondary strategies:
– Defense: Block competition to avoid losing market
share.
– Offense: Attack competition head on.
– Flanker Brand: Establish new position.
– Fighting Brand: Create a new brand to compete with
competitive new brand.
– Guerrilla Marketing: Force competition to respond
with small resources.
– Ambush Marketing
15. Profitable Niche
Measurable, sizable, reachable
Niche strategy advantages:
– Flexible, can adapt to new needs, small range of
needs.
– Efficient for promotion, distribution.
– Reduces competitive pressure.
– With few competitors, can be highly profitable.
16.
Niche strategy disadvantages:
– Few economies of scale
– Success breeds competition. When new competitors
enter the niche, strategy must change.
To thrive in most businesses, must be #1, #2, or
get out (find a new niche).
– Get out in the long tail.
Innovate with new products.
18. A Sustainable Strategic Position Requires
Trade-offs
Tradeoffs are essential to strategy. They create
the need for choice and purposefully limit what a
company offers.
– Remembering that a valuable position will attract
copycats.
Can’t be all things to all people. Be best at doing
a few things.
– Then expand on those core competencies.
Apple
Google
Amazon
19. Determining Strategy
To determine strategy, answer the following
questions:
– Which of our products/services are the most distinctive?
– Which of our products/services are the most profitable?
– Which of our customers are the most satisfied?
– Which customers, channels, or purchase occasions are
most profitable?
– Which of the activities in our value chain are the most
different and effective.
– How can we make everything better? Now!
20. Profit is Important
Profit is the key to a successful strategy, not
growth.
Compromises and inconsistencies in the pursuit
of growth will erode the competitive advantage a
company.
Keep an eye on profitable growth.
22. Perceptual Problems
“All the kids are above average…”
Jim Collins lists five basic management
perceptual mistakes that lead to five stages of
decline:
– Stage 1: Hubris Born of Success
– Stage 2: Undisciplined pursuit of more
– Stage 3: Denial of risk and peril
– Stage 4: Grasping for Salvation
– Stage 5: Capitulation to Irrelevance or Death
Jim Collins, How the Mighty Fall, Harper Collins, NY 2009.
23. The Role of Top Management
The role of top management in an organization
is:
– Defining an organization’s position and strategy
– Making trade-offs
– Forging fit among activities
– Building an innovation machine
And strategy may have to change along with
major structural changes in an industry --
flexibility is vitally important.
24. Organizations
Must have a visionary, meaningful mission
statement.
Must have a clear and simple strategy.
Must define how to delight customers.
Must be committed to strategic moves and
signal commitment to competitors.
Must continually innovate.
25. The Strategy Focused Organization *
Mission:
“Why we exist”
Core Values:
“What we believe in”
Vision: “What we want to be”
Strategy: “Our game plan (how to
win)”
Goals For Implementing Strategy (Metrics):
“What we need to do”
OUTCOMES
Satisfied
Shareholders
Delighted
Customers
Effective
Process
Motivated and
Prepared
Workforce
* The Strategy Focused Organization, Robert Kaplan, David Notron, Harvard Business School Press, 2001