Internal beliefs are interesting, and sometimes misleading. Companies can develop a shared understanding of the truth and work with that set of beliefs, even in spite of evidence to the contrary.
When I say “positioning”, what do you think of?
Teams requires both a laboratory, to innovate and design, and a factory, to build and deliver. Unfortunately teams, companies, and individuals spend too much time in the lab or the factory, and often confuse the these two very different environments….
If you want to improve your win rates in the market, it is important that you study wins, and not just losses.
BY ALAN ARMSTRONG
On Monday I met with two companies with very different approaches to price and margin. One company’s sales team said: “one of our strengths is that we are so flexible on price.” They view it as a differentiator that they…
By Alan Armstrong Have you ever heard this story before?
By Alan Armstrong A true story: The date was June 23, 7 days before quarter-end. Terri came to the sales meeting and said she could close another deal, this one for $75k, but she needed a 50% discount to make…
By Alan Armstrong A true story:
Your market is overwhelmed with information. What can you do about it?