Tag Archives: Strategy

Sun Tzu’s The Art of War: Chapter 05 Energy

Locations 225 – 262 Energy should be put into the battle before the battle.  Energy is best used to create coordination.  Do not depend on any one solider, unit or other weapon for energy – use your ability to coordinate … Continue reading

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Sun Tzu’s The Art of War: Chapter 01 Laying Plans

This book is stylistically similar Carnegie’s How to Win Friends and Influence People – but the topics could not be more different.  Both authors provide advice – but Carnegie is persuading and cajoling, whereas Sun Tzu deals with situations when … Continue reading

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New or Better?

When new technologies arise there is a real desire to create a Disruptive Product(TM), to focus on the new and to avoid simply making a better version of the current market leader. Don’t fall into that trap. It is almost … Continue reading

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Growth by Document

The current business has experienced pleasant success despite a challenging market.  We grew our ASP from $40,000 by nearly 20x, increased our industrial installation base by similar numbers and have figured out how to grow in a long sales cycle market. … Continue reading

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Building the Right Team

In our management meetings the other week, we talked about what we want our teams to look like.  Running our commercial organization, my ideal team needs to reflect the needs of the market and be able to help our customers … Continue reading

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Organizations Want to Live

Any organization, once it is created, takes on a life of its own.  It wants to live.  Just as Kevin Kelly describes ‘technology’ as a seventh kingdom of life, in many ways the individual organizations encountered every day also behave … Continue reading

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Seven Red Lines (2): Technical Sales Meeting Mistakes

The biggest mistake made by the vendor involved in the Seven Red Lines / “The Expert” video is that from a strategic standpoint, they are failing to defend their technical resources.  However, there are a series of other mistakes that … Continue reading

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