Saturday, April 27, 2024
It’s all about networking in today’s computer age. Whether you’re looking for new friends, or you’re running a business, we’re finding more ways than ever to connect with one another. This has led to a friendlier, more approachable business model for many businesses. Simply put, business is starting to lighten […]
In many ways, there has never been a better time to establish a business or pursue an independent career path. This is thanks to a number of technological, social and economic developments, which have empowered entrepreneurship and freelancing as viable careers. With technology giant Intuit estimating that 40% of the […]
So, you want to pursue an MBA and manage top business organizations! Being one of the most sought after career options in the modern and fast growing Indian economy, MBA is certainly the way to go for the talented and disciplined students who have what it takes to make business […]
The two main methods for reaching consumers of either gender we call the “visible” and “transparent” approaches to marketing—plus a third or “hybrid” approach that combines the two. Each of these options can be highly effective in reaching women in particular. The success of one approach or another depends on […]
Sales take place at different levels. Some sales require what I call the clerk approach. If I'm buying a toothbrush and the store clerk started asking about how often and how long I brush, I'd run. I just need a toothbrush. Some sales require the salesperson approach. If I'm buying a computer, […]
Even taking into account styles, attitudes, and personalities, customers’ goals are not as arbitrary as one would imagine. Two factors influence what goals customers seek and the market segments they belong to: the characteristics of their organizations and their positions. Using these two factors helps you to suggest goals that […]
Situational analysis is simply what it says: analyzing the situation. Before leaping into any action, the sales manager must analyze the business realities to determine what the best action would be. Additionally, after the action has been completed, another analysis must be done to determine the impact of the action on all […]
Benchmarking is the continuous process of measuring products, services, and practices against the toughest competitors or those companies regarded as leaders. Benchmarking is a method of comparing processes, products, and services against organizations with the best practices. You can benchmark best practices to identify how others achieve outstanding results, and […]
It may sound like an exercise in splitting hairs. What is the big difference whether you use the word goals or needs? The answer is “plenty” when value-driven sales are at stake. It is more than just a question of semantics when you focus on goals and not needs. Goals motivate you to […]
There are seven key questions in strategic planning, both for you and for your business. These are questions that you need to ask and answer over and over, throughout your career. Sometimes a new answer to any of these questions can dramatically change the direction of your business and your […]
If you are intrigued by the potential of strategy innovation for your company, be aware that you will not get it from your current strategic planning process. You will have to create a separate process for strategy innovation, one that is: 1. Creative 2. Market-centric 3. Heuristic (discovery-driven) Creative Strategy […]
Web malls have generally been unsuccessful on the Web with very few exceptions. Although they seem like a great idea—after all, they work well in local geographical areas—they have not been able to attract much attention on the Web. Therefore, I don't see them as a significant force in ecommerce. […]