Eliminate Your Competition

Author : Sean O'Shaughnessey
Publisher : Unknown
Page : 298 pages
File Size : 52,6 Mb
Release : 2018-05-14
Category : Electronic
ISBN : 0692111921

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Eliminate Your Competition by Sean O'Shaughnessey Pdf

Most salespeople lose the deal before they ever get started! It isn't uncommon for the customer to have already made a decision before most salespeople even learn of the opportunity. Most salespeople have to beat the preferred competitor by a significant margin just to be considered equivalent. Don't you wish that you could be the preferred vendor in all of your opportunities? Selling is a difficult career in which to make a living; it is not uncommon to have the commission check denied before the salesperson even gets a chance to win. Analysis of thousands of sales situations has made it phenomenally obvious that most salespeople begin their sales campaign so late in the decision-making process that they are virtually guaranteed to lose the order. To make matters worse, when they do start the campaign early enough, most salespeople do not know how to control the prospect adequately so that they can guarantee their victory. Typical turnover for a sales department is 10-20%. Many companies see turnover that approaches 40-60%! This turnover costs them 50% of their revenue-generating capability. In any organization that exceeds 25% turnover, the loss of trust with the customer can be astounding as the new salesperson tries to rebuild the entire relationship. In any given quarter dozens or hundreds of companies do not make their forecasted numbers and are dramatically punished by Wall Street. This book will provide the management of a company with a framework to teach their salespeople how to attain their quotas with higher profits. It will also allow salespeople to rise to the top of their organization and be the super-achievers who win awards, trips, bonuses, and respect. In this book, I will show you how to eliminate your competition and maximize your commission.

Author : Jamee K. Moudud,Cyrus Bina,Patrick L. Mason
Publisher : Routledge
Page : 362 pages
File Size : 55,7 Mb
Release : 2012
Category : Business & Economics
ISBN : 9780415686877

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Alternative Theories of Competition by Jamee K. Moudud,Cyrus Bina,Patrick L. Mason Pdf

This book takes a radically different approach to the analysis of competition by rejecting the perfect vs. imperfect competition dichotomy and draws on the insights of classical political economists such as Marx, Schumpeter, Hayek and Andrews.

Author : Richard Harshaw
Publisher : Executive Excellence Publishing
Page : 0 pages
File Size : 44,7 Mb
Release : 2004
Category : Competition
ISBN : 1930771045

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Monopolize Your Marketplace by Richard Harshaw Pdf

Everything You've Ever Learned About Marketing And Advertising Is Wrong. Everything You've Ever Heard, Everything You've Ever Tried, And Everything You've Ever Done Is All Wrong! Most people don't get this simple marketing truth: Marketing's job is to facilitate the prospects' decision-making process and cause them to say, I would have to be an absolute fool to do business with anyone else but you -- -- regardless of price. Start marketing the right way today, and start seeing real results.

Author : Youngme Moon
Publisher : Currency
Page : 290 pages
File Size : 49,9 Mb
Release : 2011-09-06
Category : Business & Economics
ISBN : 9780307460868

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Different by Youngme Moon Pdf

What if working like crazy to beat the competition did exactly the opposite, making you mediocre and more like the competition? In today’s world of overabundant consumer choices and superfluous apps, upgrades, add-ons, and features, brands have become nearly identical, as their efforts to outdo one another have pushed them into a dizzying herd of indistinct options. Youngme Moon identifies the outliers, the mavericks, the iconoclasts—the players who have thoughtfully rejected orthodoxy in favor of an approach that is more adventurous. Some are even “hostile,” almost daring you to buy what they are selling. Using her original research on companies such as IKEA and Google, Moon will inspire you to be counterintuitive and meaningfully different—to rethink your business strategy, to stop conforming and start deviating, to stop emulating and start innovating. Because to stand out you must become the exception, not the rule.

Author : Michael E. Porter
Publisher : New York : Free Press ; Toronto : Maxwell Macmillan Canada
Page : 424 pages
File Size : 46,8 Mb
Release : 1980
Category : Competition
ISBN : UOM:39015015289450

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Competitive Strategy by Michael E. Porter Pdf

Presents the comprehensive framework of analytical techniques to help a firm analyze its industry as a whole and predict the industry's future evolution, to understand its competitors and its own position ...

Author : Bruce C. Greenwald,Judd Kahn
Publisher : Penguin
Page : 416 pages
File Size : 43,5 Mb
Release : 2005-08-18
Category : Business & Economics
ISBN : 9781101218433

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Competition Demystified by Bruce C. Greenwald,Judd Kahn Pdf

Bruce Greenwald, one of the nation's leading business professors, presents a new and simplified approach to strategy that cuts through much of the fog that has surrounded the subject. Based on his hugely popular course at Columbia Business School, Greenwald and his coauthor, Judd Kahn, offer an easy-to-follow method for understanding the competitive structure of your industry and developing an appropriate strategy for your specific position. Over the last two decades, the conventional approach to strategy has become frustratingly complex. It's easy to get lost in a sophisticated model of your competitors, suppliers, buyers, substitutes, and other players, while losing sight of the big question: Are there barriers to entry that allow you to do things that other firms cannot?

Author : Kaihan Krippendorff
Publisher : John Wiley & Sons
Page : 256 pages
File Size : 44,9 Mb
Release : 2011-11-16
Category : Business & Economics
ISBN : 9781118163856

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Outthink the Competition by Kaihan Krippendorff Pdf

A Fast Company blogger and former McKinsey consultant profiles the next generation business strategists: the "Outthinkers" "Outthinkers" are entrepreneurs and corporate leaders with a new playbook. They see opportunities others ignore, challenge dogma others accept as truth, rally resources others cannot influence, and unleash new strategies that disrupt their markets. Outthink the Competition proves that business competition is undergoing a fundamental paradigm shift and that during such revolutions, outthinkers beat traditionalists. Outthink the Competition presents stories of breakthrough companies like Apple, Google, Vistaprint, and Rosetta Stone whose stunning performances defy traditional explanation and will inspire readers to outthink the competition. Core concepts in the book include: Discover the Eight Dimensions of Disruption Learn to play by the Outthinker Playbook Develop the Five Habits of the Outthinker Implement the Outthinker Process It's time to buck tradition in order to stay ahead. Outthink the competition and uncover opportunities hiding in plain sight.

Author : Alfie Kohn
Publisher : Houghton Mifflin Harcourt
Page : 340 pages
File Size : 54,6 Mb
Release : 1992
Category : Aggressiveness
ISBN : 0395631254

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No Contest by Alfie Kohn Pdf

Argues that competition is inherently destructive and that competitive behavior is culturally induced, counter-productive, and causes anxiety, selfishness, self-doubt, and poor communication.

Author : David Newman
Publisher : AMACOM
Page : 291 pages
File Size : 46,5 Mb
Release : 2013-06-17
Category : Language Arts & Disciplines
ISBN : 9780814432877

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Do It! Marketing by David Newman Pdf

Discover the principles, practices, and insider secrets of paid professional speaking success in 77 instant-access “microchapters” that will help you market your smarts, monetize your message, and dramatically expand your reach and revenue. For thought-leading CEOs, executives, consultants, and entrepreneurs, the true test of your personal brand comes down to one simple question: When you speak, do people listen? In Do It! Speaking, nationally-acclaimed marketing expert and host of the The Speaking Show Podcast David Newman teaches you how to build a thriving speaking career. Regardless of the speaking venue: in-person events, virtual appearances, conference stages, and any other place where you are being paid to share your expertise with an audience, the powerful articulation of your value, relevance, and impact is what makes experts stand out. But where do you start when you’re trying to build your speaking platform? This book is the definitive guide on how to: Develop your speaking-driven revenue streams. Quickly commercialize your knowledge in today’s economy. Bolster your visibility, credibility, and bank account. Become a better messenger of your company’s message and dominate your marketplace. Do It! Speaking shows you the inside track on marketing, positioning, packaging, prospecting, outreach, sales, and how to get more and better speaking gigs on behalf of your company, your brand, and yourself.

Author : Adam M. Brandenburger,Barry J. Nalebuff
Publisher : Crown Currency
Page : 305 pages
File Size : 44,7 Mb
Release : 2011-07-13
Category : Business & Economics
ISBN : 9780307790545

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Co-Opetition by Adam M. Brandenburger,Barry J. Nalebuff Pdf

Now available in paperback, with an all new Reader's guide, The New York Times and Business Week bestseller Co-opetition revolutionized the game of business. With over 40,000 copies sold and now in its 9th printing, Co-opetition is a business strategy that goes beyond the old rules of competition and cooperation to combine the advantages of both. Co-opetition is a pioneering, high profit means of leveraging business relationships. Intel, Nintendo, American Express, NutraSweet, American Airlines, and dozens of other companies have been using the strategies of co-opetition to change the game of business to their benefit. Formulating strategies based on game theory, authors Brandenburger and Nalebuff created a book that's insightful and instructive for managers eager to move their companies into a new mind set.

Author : Michael E. Porter
Publisher : Simon and Schuster
Page : 592 pages
File Size : 47,8 Mb
Release : 2008-06-30
Category : Business & Economics
ISBN : 9781416595847

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Competitive Advantage by Michael E. Porter Pdf

Now beyond its eleventh printing and translated into twelve languages, Michael Porter’s The Competitive Advantage of Nations has changed completely our conception of how prosperity is created and sustained in the modern global economy. Porter’s groundbreaking study of international competitiveness has shaped national policy in countries around the world. It has also transformed thinking and action in states, cities, companies, and even entire regions such as Central America. Based on research in ten leading trading nations, The Competitive Advantage of Nations offers the first theory of competitiveness based on the causes of the productivity with which companies compete. Porter shows how traditional comparative advantages such as natural resources and pools of labor have been superseded as sources of prosperity, and how broad macroeconomic accounts of competitiveness are insufficient. The book introduces Porter’s “diamond,” a whole new way to understand the competitive position of a nation (or other locations) in global competition that is now an integral part of international business thinking. Porter's concept of “clusters,” or groups of interconnected firms, suppliers, related industries, and institutions that arise in particular locations, has become a new way for companies and governments to think about economies, assess the competitive advantage of locations, and set public policy. Even before publication of the book, Porter’s theory had guided national reassessments in New Zealand and elsewhere. His ideas and personal involvement have shaped strategy in countries as diverse as the Netherlands, Portugal, Taiwan, Costa Rica, and India, and regions such as Massachusetts, California, and the Basque country. Hundreds of cluster initiatives have flourished throughout the world. In an era of intensifying global competition, this pathbreaking book on the new wealth of nations has become the standard by which all future work must be measured.

Author : David A. Aaker
Publisher : John Wiley & Sons
Page : 400 pages
File Size : 50,5 Mb
Release : 2011-01-25
Category : Business & Economics
ISBN : 9780470613580

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Brand Relevance by David A. Aaker Pdf

Branding guru Aaker shows how to eliminate the competition and become the lead brand in your market This ground-breaking book defines the concept of brand relevance using dozens of case studies-Prius, Whole Foods, Westin, iPad and more-and explains how brand relevance drives market dynamics, which generates opportunities for your brand and threats for the competition. Aaker reveals how these companies have made other brands in their categories irrelevant. Key points: When managing a new category of product, treat it as if it were a brand; By failing to produce what customers want or losing momentum and visibility, your brand becomes irrelevant; and create barriers to competitors by supporting innovation at every level of the organization. Using dozens of case studies, shows how to create or dominate new categories or subcategories, making competitors irrelevant Shows how to manage the new category or subcategory as if it were a brand and how to create barriers to competitors Describes the threat of becoming irrelevant by failing to make what customer are buying or losing energy David Aaker, the author of four brand books, has been called the father of branding This book offers insight for creating and/or owning a new business arena. Instead of being the best, the goal is to be the only brand around-making competitors irrelevant.

Author : Randy Schwantz
Publisher : John Wiley & Sons
Page : 168 pages
File Size : 54,7 Mb
Release : 2010-12-03
Category : Business & Economics
ISBN : 9781118040348

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How to Get Your Competition Fired (Without Saying Anything Bad About Them) by Randy Schwantz Pdf

A six-step plan for driving a wedge between the competition and the customer For sales people, convincing a potential customer to choose them over the competition is no easy task, and especially when the competition already has the account. Finally, How to Get Your Competition Fired shows readers a proven system for breaking the relationship between the competition and the customer. Randy Schwantz's method, The Wedge(r), includes a six-step plan that drives a "wedge" between the competition and the customer. He shows how to reveal the competition's shortcomings without seeming to, letting prospects decide independently to dump their current provider, exclude other competitors and, finally, switch to the salesperson's product or service. Offering real tactics, not just theory, this is the only sales strategy that really works to break the relationship between customers and the competition and bring in more business, faster than ever. Randy Schwantz (Dallas, TX) is a leading authority and expert on the sales process. A highly successful sales professional, he is a nationally respected sales trainer, author, sales coach, consultant, and public speaker. Randy is President and CEO of The Wedge Group, whose clients include Fortune 500 companies as well as small businesses.

Author : Patrick Forsyth
Publisher : Marshall Cavendish
Page : 196 pages
File Size : 47,7 Mb
Release : 2007
Category : Selling
ISBN : 9812614486

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Outsmarting Your Competitors by Patrick Forsyth Pdf

Author : Lior Arussy
Publisher : Unknown
Page : 188 pages
File Size : 53,8 Mb
Release : 2016-01-15
Category : Electronic
ISBN : 0982664834

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Exceptionalize It by Lior Arussy Pdf

WHY IS BEING EXCEPTIONAL SO IMPORTANT NOW?The answer is quite simple. You have no other choice. Meeting expectations is no longer sufficient. Doing your job is not a reason to keep you as an employee. Customers expect exceptional experiences. Managers demand exceptional performances. And ultimately, your commitment to excellence requires it.Exceptionalize IT!(tm) is a manifesto of how to rise up to the exceptional performance within organizations and us as individuals. It is a wake-up call to stop accepting mediocrity and average performance; to stop simply talking about what we should do and instead start doing those things. These pages will be a mirror that may reveal inconvenient truth. While respecting your achievements to date, staying relevant requires you to constantly examine the simple question: Are you Exceptional?Book Endorsements"Exceptionalize It(tm)" is a call to action and reaffirmation for anyone interested in growing revenues, profits, loyalty and advocacy...through an engaged team and organization that is focused on consistently delivering a best-in-class customer experience.-Hendrik Hynekamp, General Manager Customer Experience, Mercedes-Benz USAExceptionalize It! provides exceptional insights into what it takes to become customers' first choice. The lion's share of customers' wallets goes to those firms that customers believe are exceptional. This book is a must read for any manager determined to be number 1.Timothy Keiningham, Ph.D., Global Chief Strategy Officers, Ipsos Loyalty, and bestselling author of Why Loyalty MattersAbout The AuthorOne of the world's authorities on customer experience and customer-centric transformation, Lior Arussy delivers results. His strategic framework converts organizations from product to customer-centricity.Arussy is the founder of Strativity Group, a global customer experience research and consulting firm, which helps clients create delightful customer experiences and execute profitable customer strategies. Arussy grew the company from his garage to a multi-national professional firm with offices in the US, Australia, Canada, England, Germany, Latin America, Norway, Spain and Turkey.Among his clients are FedEx, Mercedes-Benz, Capital One, Royal Caribbean Cruise Lines, Royal Mail, Sage, Honeywell and Gaylord Hotels. His work has impacted 200 million customers and 300,000 employees.