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 How Strategists Really Think: Tapping the Power of Analogy02nd Jan, 2009Strategies involve making choices and it is the quality of the thinking that influences these choices which in turn determines the success of various strategies. When enquired about their decision making processes executives generally credit either deduction or trial and error as the method they used to make strategic decisions, however most of them are not aware of how often they use analogical reasoning.
read more>> |  Can You Say What Your Strategy Is?09th Feb, 2009Being able to summarize your strategy in 35 words or less helps you draw all your people along a single path, say authors David J.Collis and Michael G.Rukstad. Companies with such statements turn out to be industry stars.
read more>> |  In A Downturn, Provoke Your Customers09th Feb, 2009Have you been concerned that your business might not survive the current economic downturn? Then you’ve come to the right place. This articles is for the decision makers for this current business environment and the authors have a new solution called provocation - based selling that helps customers see their competitive challenges in a new light that makes addressing specific painful problems clearly urgent.
read more>> |  E-Hubs: The New B2B Marketplaces09th Feb, 2009Thanks to the ever-changing nature of internet business, it can get very difficult for newcomers to make sense of the market. This is where the concept of electronic-hubs, or e-hubs, can help. This article classifies e-hubs into 4 groups, based on what the businesses offer and how they trade them, and explains how e-hubs helps create value by bringing together large numbers of buyers and sellers and matching them up according to their roles and needs. If you'd like to know how to position your e-business to give you that winning edge in the online market, read on.
read more>> | | MORE REVIEWS |
 May The Sales Force Be With You02nd Jan, 2009With tightening market conditions, increasing presence of private labels and prepared foods, growing power of retailers, consolidation of domestic grocers, emergence of new retailers and demand for lower prices, question is do packaged goods manufacturers have what it takes to sustain growth in such an tough environment? Since this environment in many ways resembles the current market scenario, we felt it was the appropriate to bring forward for insights into how the sales force can give meaningful growth to companies.
read more>> |  Thinking out of the boXX 09th Feb, 2009What is BigboXX.com?
The big Asian conglomerate, Hutchison Whampoa who has worldwide interests in container ports, property development, telecommunications, and retailing, has chosen a B2B model focusing on the office supplies market in Hong Kong. This new business is called BigboXX.com. Hutchison quickly learned that survival calls for the "clicks-and-bricks" business model, which blends traditional off-line assets with digital initiatives.
read more>> |  Solving the solutions problem 09th Feb, 2009Increased revenues by selling integrated offerings: Product & Solution.
In this competitive world, many companies sell solutions - packaged offer of products and services – rather than only products. They are desperately in search of increasing revenues through sales. But, they fail for the following reasons: Instead of selling solutions, some companies are just bundling products without creating value and Companies focus too much on selling solutions ignoring their sales teams, performance metrics and dealing with customers.
read more>> |  Bringing science to sales 09th Feb, 2009ERP and Electronic -Date- Interchange system help organization determine where to focus.
It is certain that almost all executives from sales organization would be interested in knowing which prospecting efforts generate more revenue to their business. In order to track their salesperson’s time and costs, estimates of individual transaction costs, promotional expenses it need necessary calculations.
read more>> |  Rapid transformation of a sales force 09th Feb, 2009Implementation of University Approach
There was a commercial-business unit in direct-service Company with 2000 sales representatives in North America. The unit was struggling with poor performance because of weak management tools and processes. The company adopted “university approach” which enables to launch the program in all locations simultaneously.
read more>> | | MORE REVIEWS |
 Shoveling Water - Why does it take so long to commercialize new technologies?09th Feb, 2009Author David Rotman explains the differences between individual technologies and domains while exploring why it takes technology so long to commercialize. This understanding can help enterprises evaluate their product choices, the investments they need to make and the timeline for successful adoption of the new technology. This can show them what to focus on in their development efforts.
read more>> |  Manipulating Memory02nd Jan, 2009A clinical psychologist at McGill University and the Douglas Institute in Montreal, Alain Brunet says "If someone is traumatized, you ask them to recall the memory, give them a pill, and the [emotional] strength of the memory is weakened." The details of the trauma remain intact, but the emotional component of the memory appears to dissipate.
read more>> |  A New Breed of Netbook?09th Feb, 2009Just a few years ago, many pundits expected consumers to shun netbooks. With less power than traditional laptops, a tiny screen and keyboard, and more bulk than a mobile phone, they appeared, at first, to be solving a problem that no one had. But thanks to good design, decent battery life, and, above all, a cheap price, the netbook took off. A few years on, many people have come to rely on one as a more-mobile, secondary laptop.
read more>> |  More-Precise Genetic Engineering for Plants09th Feb, 2009Two papers in this week's Nature detail the use of a genetic technology that allows scientists to target plant genomes more precisely. The method, which has previously been used in animals and in human cells, can be used to introduce a new gene, make small changes in existing genes, or block a gene from being expressed; it also makes it possible to introduce several different genetic changes into the same plant.
read more>> |  Touch Screens with Pop-up Buttons09th Feb, 2009As touch screens become more popular in other contexts, such as in-car navigation and entertainment systems, this lack of sensory feedback could become a dangerous distraction.
read more>> | | MORE REVIEWS |
 50+ The Market That Marketers Still Miss02nd Jan, 2009
The authors Rawlinson and Kuznetsova, discuss the importance and presence of a strong group of consumers who are 50+ and have the money and drive to experiment with new and old products. It is time for them to engage in a full blown market segmentation framework for their products.
read more>> |  The China and India Strategy09th Feb, 2009Fastest-growing economies in the world...
China and India are the two fastest-growing economies in the world. Both represent a supreme market penetration. Economic integration between China and India is rapid. People outside these two countries knew that China is India’s number one trading partner and for China, India is in their top 10 trading affairs.
read more>> | | MORE REVIEWS |
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