Use Anticipation to Turn Disruption Into Opportunity

For the longest time, cable television was a miraculous technology that not everybody had in their homes, mostly because not everybody could afford it. Now, not everyone has it in their homes because YouTube TV, Sling TV, and other new, emerging technologies have disrupted the broadcast industry. So why didn’t Spectrum think of it first? Why did they become the disrupted and not the disruptor?

Marketers Must Learn to Anticipate Content Trends

Every company, regardless of size, knows they must advertise if they are to grow. Yet with all the money that is being spent, it is increasingly difficult to get your message to the right audience. This is where it pays to be anticipatory. Using the systemic method outlined in my Anticipatory Organization Model, you can ready your organization for the disruptive transformations ahead.
CRM Technology

How to Prospect Customers Using CRM Technology

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The key to growing your business is in understanding your customer. Not only in the ways they connect but also how they choose to do business with you. Your business needs to forge lasting relationships with them if you want to stay at the top of their minds. The right customer relationship management system helps

Using Mobile Apps to Transform Business Processes

Although mobile applications are commonplace today, most consumers think “personal use” when they think of apps. We all understand that there is an app for our favorite social media site or a card game app we can kill time with while waiting, but in what other ways can apps be leveraged, and who can benefit from them?

Trends for Every Salesperson

Every profession goes through changes, especially sales. A certain sales technique may have worked in the past, but that doesn’t mean it’ll work today. To be a top-performing salesperson today and in the future, you must continuously adapt to both market and social conditions. There are several new business trends taking place—all of which affect

How Nike is changing the face of retail

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The retail apocalypse saw several big-box retailers like Toys R Us close shop but retailers who had taken a technology-first approach weathered the storm. This is very telling of what the future of retail will look like. E-commerce is often touted as the biggest reason for the retail apocalypse and a threat to the very

Selling Your Ideas Up: How to Overcome Objections and Get Your Ideas Approved

In an era of fiscal and time constraints, is it possible to sell your ideas to company leaders? Yes, but the success depends on how you frame the opportunity. The first step is to avoid talking about the idea itself. While that may sound strange, it’s the primary sales rule that most people break. You

Selling, what do you mean ?

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Two years ago a start up founder – lets call “A” and I were a having a conversation. How is business ? A. “Our sales are flat. It seems customers take very long time to take a simple decision”. Why do you say that ? A. “We have endless meetings – and it is really

Selling Innovation – The Spark II

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This is part of an ongoing series based on the highly rated book Selling Innovation, a guide to structuring a complete start-up revenue capture process.  The book is based on a day-long workshop held at the MIT Enterprise Forum in partnership with Microsoft.  Sections of each chapter will be shared here on The Startup Growth Blog.  Download the complete
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