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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
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
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
Posted in Disruption, Innovation, Marketing, Uncategorized
Tagged 3D Printing, Disruption, Innovation, leadership, Management, Marketing, Materials Science, Sales, Strategy, Tech Forecasting, Technical sales, technology
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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
Posted in Industry, Marketing, Methods, Theory
Tagged CCPM, Contracts, Critical Chain, Critical chain project management, Crossing the Chasm, Documentation, Goldratt, leadership, Management, Operations, Sales, Strategy, The Lean Startup, Theory of Constraints, ToC
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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
Posted in Industry, Theory
Tagged HR, Management, Personnel, Product Management, Sales, Strategy, Team building
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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
Posted in Theory, Uncategorized
Tagged Industry, Nonprofit, Not for profit, Organization, Organizational behavior, Strategy, Volunteer
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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
Posted in Business, Industry
Tagged Anderson, Marketing, Seven Red Lines, Strategy, Technical sales, Technical sales meeting, The Expert, Youtube
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Fred Lybrand 
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