Author : Alan G. Lafley
Publisher : Harvard Business Press
Page : 274 pages
File Size : 43,48 MB
Release : 2013
Category : Business & Economics
ISBN : 142218739X
Explains how companies must pinpoint business strategies to a few critically important choices, identifying common blunders while outlining simple exercises and questions that can guide day-to-day and long-term decisions.
Author : Lee B. Salz
Publisher : HarperChristian + ORM
Page : 209 pages
File Size : 16,70 MB
Release : 2018-09-18
Category : Business & Economics
ISBN : 0814439918
"If we don't drop our price, we will lose the deal." That's the desperate cry from salespeople as they try to win deals in competitive marketplaces. While the easy answer is to lower the price, the company sacrifices margin--oftentimes unnecessarily. To win deals at the prices you want,the strategy needed is differentiation. Most executives think marketing is the sole source of differentiation. But what about the sales function of the company? This commonly neglected differentiation opportunity provides a multitude of ways to stand out from the competition. This groundbreaking book teaches you how to develop those strategies. In Sales Differentiation, sales management strategist, Lee B. Salz presents nineteen easy-to-implement concepts to help salespeople win deals while protecting margins. These concepts apply to any salesperson in any industry and are based on the foundation that "how you sell, not just what you sell, differentiates you." The strategies are presented in easy-to-understand stories and can quickly be put into practice. Divided into two sections, the "what you sell" chapters help salespeople: Recognize that the expression "we are the best" causes differentiation to backfire. Avoid the introspective question that frustrates salespeople and ask the right question to fire them up. Understand what their true differentiators are and how to effectively position them with buyers. Find differentiators in every nook and cranny of the company using the six components of the "Sales Differentiation Universe." Create strategies to position differentiators so buyers see value in them. The "how you sell" section teaches salespeople how to provide meaningful value to buyers and differentiate themselves in every stage of the sales process. This section helps salespeople: Develop strategies to engage buyers and turn buyer objections into sales differentiation opportunities. Shape buyer decision criteria around differentiators. Turn a commoditized Request for Proposal (RFP) process into a differentiation opportunity. Use a buyer request for references as a way to stand out from the competition. Leverage the irrefutable, most powerful differentiator...themselves. Whether you've been selling for twenty years or are new to sales, the tools you learn in Sales Differentiation will help you knock-out the competition, build profitable new relationships, and win deals at the prices you want.
Author : Brian E. Becker
Publisher : Harvard Business Press
Page : 263 pages
File Size : 22,73 MB
Release : 2009-04-20
Category : Business & Economics
ISBN : 142213511X
Do you think of your company's talent as an investment to be managed like a portfolio? You should, according to authors Becker, Huselid, and Beatty, if you're interested in strategy execution. Many companies fall into the trap of spending too much time and money on low performers, while high performers aren't getting the necessary resources, development opportunities, or rewards. In The Differentiated Workforce, the authors expand on their previous books, The HR Scorecard and The Workforce Scorecard, and recommend that you manage your workforce like a portfolio - with disproportionate investments in the jobs that create the most wealth. You'll learn to: Rise above talent management "best practice" and instead create a differentiated workforce that can't be easily copied by competitors Differentiate those capabilities in your company that are truly strategic Identify your wealth-creating "A" positions Create a new relationship between HR and line managers, and articulate the role each plays in a differentiated workforce strategy Develop the right measures for your organization Based on two decades of academic research and experience working with hundreds of executives, The Differentiated Workforce gives you the tools to translate your talent into strategic impact.
Author : Kevin W. Holt
Publisher : Taylor & Francis
Page : 189 pages
File Size : 38,31 MB
Release : 2022-06-01
Category : Business & Economics
ISBN : 1000589242
This comprehensive and richly illustrated book explains how to create a differentiation strategy—a strategy for being different in a way that causes customers to prefer your products and services to those of your competitors. Filled with frameworks, tools, and templates, this book will enable you to create a compelling answer to your customers’ most fundamental question: Why should I buy from you instead of your competitors? What makes you different? The first half of the book provides an in-depth analysis of the concepts and principles that underlie the practice of differentiation, including the meaning of competitive advantage, competitive strategy, and customer-perceived value. The second half of the book explains how to create a differentiation strategy by identifying the target of your strategy, using customer research and creative problem-solving to design a unique offering, devising a value proposition that emphasizes a key benefit and the reasons to believe you will deliver the benefit, and designing the activity system that will implement your differentiation strategy. Business leaders in companies large and small, business students, and leaders in government, higher education, and the non-profit sector will gain a deep understanding of all that goes into creating a successful, difficult-to-copy differentiation strategy.
Author : David A. Aaker
Publisher : Free Press
Page : 368 pages
File Size : 22,20 MB
Release : 2020-03-24
Category : Business & Economics
ISBN : 1982146524
In this long-awaited book from the world’s premier brand expert and author of the seminal work Building Strong Brands, David Aaker shows managers how to construct a brand portfolio strategy that will support a company’s business strategy and create relevance, differentiation, energy, leverage, and clarity. Building on case studies of world-class brands such as Dell, Disney, Microsoft, Sony, Dove, Intel, CitiGroup, and PowerBar, Aaker demonstrates how powerful, cohesive brand strategies have enabled managers to revitalize brands, support business growth, and create discipline in confused, bloated portfolios of master brands, subbrands, endorser brands, cobrands, and brand extensions. Renowned brand guru Aaker demonstrates that assuring that each brand in the portfolio has a clear role and actively reinforces and supports the other portfolio brands will profoundly affect the firm’s profitability. Brand Portfolio Strategy is required reading not only for brand managers but for all managers with bottom-line responsibility to their shareholders.
Author :
Publisher :
Page : 325 pages
File Size : 26,20 MB
Release : 2020-08-18
Category :
ISBN : 9781949373943
Strategic Management (2020) is a 325-page open educational resource designed as an introduction to the key topics and themes of strategic management. The open textbook is intended for a senior capstone course in an undergraduate business program and suitable for a wide range of undergraduate business students including those majoring in marketing, management, business administration, accounting, finance, real estate, business information technology, and hospitality and tourism. The text presents examples of familiar companies and personalities to illustrate the different strategies used by today's firms and how they go about implementing those strategies. It includes case studies, end of section key takeaways, exercises, and links to external videos, and an end-of-book glossary. The text is ideal for courses which focus on how organizations operate at the strategic level to be successful. Students will learn how to conduct case analyses, measure organizational performance, and conduct external and internal analyses.
Author : Michael E. Porter
Publisher : Simon & Schuster
Page : 396 pages
File Size : 35,39 MB
Release : 1998
Category : Medical
ISBN : 9780684005775
In this pathbreaking book, Michael E. Porter unravels the rules that govern competition and turns them into powerful analytical tools to help management interpret market signals and forecast the direction of industry development.
Author : Wendy Conklin
Publisher : Shell Education
Page : 324 pages
File Size : 17,12 MB
Release : 2009-12
Category : Education
ISBN : 9781425800147
Written specifically for science teachers at all levels, this resource helps facilitate the understanding and process of writing differentiated lessons to accommodate all levels of learning and learning styles. Includes a CD.
Author : Wendy Conklin
Publisher : Shell Education
Page : 326 pages
File Size : 36,83 MB
Release : 2009-12-16
Category : Education
ISBN : 9781425800130
Written specifically for K12 mathematics teachers, this resource provides the nuts and bolts of differentiation. Presented in an easy-to-implement format, this handy notebook is designed to facilitate the understanding and process of writing differenti
Author : Wendy Conklin
Publisher : Shell Education
Page : 322 pages
File Size : 20,16 MB
Release : 2009-07-01
Category : Education
ISBN : 9781425800154
Written specifically for social studies teachers at all levels, this resource helps facilitate the understanding and process of writing differentiated lessons to accommodate all readiness levels, learning styles, and interests.
