Strategy Driven

AUGUST 8, 2016

Your job is to make yourself a winner BEFORE the proposal happens by creating conditions or terms that preclude others from either bidding or winning. You need to convince your buyer that there’s a long term cost, not simply a short term price. Are they are buying your price only — taking the lowest bid?

Proposal 50

Proposal Price Short-term Customer Loyalty 50

Strategy Driven

JUNE 20, 2016

Motive is a short word. Short for motivation. When someone wants to know the price, or what the terms could be or even if they are objecting to it, it means that they are interested in it. An objection means you haven’t sold me yet. But a question indicates genuine buyer interest. Your job is to listen beyond the question.

Objective 50

Objective Short-term Customer Loyalty Price 50

Harvard Business Review

JULY 25, 2017

Companies spend a lot on marketing communications. And more fundamentally, does marketing actually work? Marketing ROI analysis can help answer those questions. What is Marketing ROI, and How Do Companies Use It? Avery explains that it is also referred to by its acronym, MROI, or as return on marketing investment (ROMI).

ROI 8

ROI Marketing Marketing Mix Short-term 8

Strategy Driven

JULY 14, 2014

CAUTION: When you ask yourself these questions, and your own answers come up short of mastery, it’s an indication of why you lose sales. Think about your last ten sales calls, and ask yourself… How prepared were you in terms of the customer? When it’s with a customer! How ready were you to make a sale?

Customer Loyalty 63

Customer Loyalty Competitive Advantage Books Seminar 63

Strategy Driven

SEPTEMBER 10, 2012

How is the role of the salesperson changing, and what’s changing in terms of which sales channels are being used right now? Most companies, especially large ones, fail to understand the difference between a mission statement, a value statement, a vision statement, and a hot air marketing message that no one understands or believes in.

Globalization 50

Globalization Mission Statement Human Capital Seminar 50

Strategy Driven

FEBRUARY 22, 2016

A formula for long-term disaster. Oh, you may have some short-term success, but when you go home at night, you’ll be drowning your misery in television, beer, and in general anything but preparation for the next day. CLUE: The worst reason to keep a job is because you’re making a lot of money. Gitomer and Buy Gitomer.

Long-term 50

Long-term Charisma Customer Loyalty Short-term 50

Harvard Business Review

JANUARY 16, 2018

While the long-term consequences for users, journalists, media, friendships, Facebook itself, and the future of democracy (see: fake news) are uncertain and hard to judge, there are some lessons we can draw from the announcement. Purpose-driven companies have been shown to outperform their peers over the long term. Short-termism.

Short-term 9

Short-term Company Long-term Customer Loyalty 9

Strategy Driven

MARCH 11, 2013

And your attitude, combined with your personal pride, will determine your short-term and long-term fate. There are too many possible issues to deal with in this short piece, but I do want to acknowledge it’s not always work related. Reprinted with permission from Jeffrey H. Gitomer and Buy Gitomer. About the Author.

How To 50

How To Short-term Customer Loyalty Training 50

Strategy Driven

JULY 6, 2015

Little did I know that 20 years later some of the people that I met then would be my best friends and longest term clients. How to hire, fire, train, and market business. My dad gave me an opportunity, a desk, a chair, and a salary with a declining scale. Shortly after joining the Chamber, I was a little discouraged. About the Author.

Insurance 50

Insurance Committee Customer Loyalty Competitive Advantage 50

Strategy Driven

MAY 21, 2012

This will leave you in control of your short-term destiny, and allow you to mark a clearer path toward the bigger deal. In fact, SOMEHOW, it seems that regardless of our marketing efforts, referrals, etc. Why would you give up your bread and butter and just shoot for the moon? All committees have a daddy. About the Author.

Committee 56

Committee Advertising Customer Loyalty Simon 56

Harvard Business Review

MAY 31, 2018

A 2014 global survey of more than 600 C-suite executives and directors, conducted by the non-profit Focusing Capital for the Long Term (FCLT), reported that two-thirds of those surveyed said pressure for short-term results had increased over the previous five years. And short-term thinking since that survey has not abated.

CEO 8

CEO Short-term Long-term McKinsey 8

Harvard Business Review

SEPTEMBER 19, 2017

While there is a business case for integrity, an organization that embraces it must make a conscious decision to prioritize the long term, the intangible, and the existential over the specific and measurable. They are less subject to short-term operational pressures, and accordingly less risk-averse.

Ethics 14

Ethics Short-term Long-term Supply Chain 14

Strategy Driven

OCTOBER 22, 2012

Critics try to label the ‘wrong-doers’ into a group for easier identification – unions, teachers, liberals, conservatives, left, right, or in your familiar terms: the competition or the purchasing department. Do these critics (pundits) ever offer answers, ideas, or recommendations? THINK ABOUT IT: It’s never everyone is it?

Customer Loyalty 56

Customer Loyalty Seminar Short-term Learning-by-Doing 56

Harvard Business Review

MAY 29, 2012

telling a manager to maximize current profits, market share, future growth profits, and anything else one pleases will leave that manager with no way to make a reasoned decision. Some want to hold their shares for only a short time and care only about tomorrow's stock price. In effect it leaves the manager with no objective.".

Short-term 14

Short-term Long-term Objective Customer Loyalty 14

Strategy Driven

JANUARY 22, 2020

Use a variety of marketing techniques. Marketing plays a key role in business success. When done correctly, marketing campaigns have the power to advertise your products and services to a global audience, drive traffic to your site, and establish you as an authority in your industry. Focus on your employees.

Short-term 69

Short-term Customer Loyalty Advertising Long-term 69

Harvard Business Review

JANUARY 24, 2012

Type one represents what marketers call "push." Push marketing uses advertising (billboards, spam, direct mailings, banners, cold calls, and similar techniques) to hunt for the customer. You obviously need a mix of both push and pull marketing. customer loyalty), product usage level (i.e. Type two is "pull."

PR 15

PR Long-term Metrics Short-term 15

Harvard Business Review

DECEMBER 19, 2016

Even in the most commoditized markets, winning players need to create value by adding small slivers of differentiated services, logistics, quality and reliability. On the other hand, a highly differentiated offering is no longer a guarantee of long-term value creation. Insight Center. The 21st-Century CEO. Sponsored by Cognizant.

CEO 8

CEO Supply Chain Disruptive Innovation P&L 8

Harvard Business Review

JANUARY 19, 2011

The hybrid Prius was a legitimate business home run (2 million sold), and it helped both differentiate Toyota's brand as the market innovator and propel Toyota to unprecedented profits. It tackles both long-term and short-term sustainability challenges. For years, Toyota has been the darling of the green business world.

Strategy 15

Strategy PPM Long-term Short-term 15

Harvard Business Review

MARCH 7, 2014

With a technology focus, you might manage to launch a successful breakthrough, but your success will be short-lived because sustaining a technological advantage today is so difficult. And with a strong brand focus, it is much easier to make swift decisions that are consistent with the values the company hopes to embody for its customers.

Brand 8

Brand Short-term Long-term Customer Loyalty 8

Harvard Business Review

APRIL 17, 2013

The common thread is that today''s model of capitalism overemphasizes short-term financial data and neglects information that gets at the true sources of sustainable value creation — things like innovation, brand equity, customer loyalty, and key stakeholder relationships.

Report 8

Report Short-term Press Release Compliance 8

Harvard Business Review

JULY 13, 2011

billion to Google just a few short months ago, in November of 2010. In addition, merchants whose goods and services are featured on the sites are now being courted by more players, making them less loyal and less likely to be prepared to pay rich premiums for the sites' directing new customers to their store locations. Give it a 2.

Business Model 15

Business Model Discount IPO Customer Loyalty 15

Harvard Business Review

MARCH 18, 2013

Success begets not only further success but also harder-to-meet market expectations. In terms of sales volume, product line diversity, operating system flexibility, R&D spending, and even customer loyalty , Samsung has emerged as a fierce competitor that has bested former industry champions like Nokia and Apple.

Brand 8

Brand Customer Loyalty Hedge Wilde 8

Harvard Business Review

JANUARY 16, 2018

We then contacted these customers on Twitter, up to six months after they tweeted at the companies, and invited them to take a brief survey. For example, for customers who had tweeted at airlines, the conjoint asked them to imagine buying a ticket for a two-hour non-stop flight.

Wireless 11

Wireless Airlines Brand Loyalty 11

Joseph Lalonde

MARCH 14, 2018

Even if it’s walking to the local market for lunch, or parking further away in a parking lot. Over the years, as I’ve tried to patiently persist and actively trust, I’ve found that God’s plan always unfolds for my long-term benefit, even if things get rough in the moment. John Jantsch of Duct Tape Marketing. Keep moving!

Succession 316

Succession Self-aware Learning-by-Doing Follow-up 316

Harvard Business Review

SEPTEMBER 10, 2014

The article shocked the sensibilities of many who worried about rising corporate power in the world, but for many executives struggling to chart courses through the chaos of newly globalized and deregulated markets, it offered an irresistible clarity: one need only focus on owners’ interests.

Supply Chain 12

Supply Chain Bureaucracy Short-term Agility 12

Harvard Business Review

OCTOBER 19, 2015

But research shows that loyalty is in decline. So what can marketers do with their loyalty programs to earn greater trust, commitment and advocacy? It takes a rethinking of what loyalty really means in a digital age. You can see this disconnect in how brands talk about loyalty. The New Tools of Marketing.

Loyalty 8

Loyalty Brand Customer Loyalty Airlines 8