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Lead, Follow or Be Left Behind….

March 18, 2009

How we can create differentiation and take advantage of the pain our competitors are experiencing?

A very obvious one is increase the key to all relationships, communication. By increasing communication, accessibility and staying top of mind with your audience with valuable information and insight; you are more likely to be in the right place at the right time with the right people.

Sales is king and drives the core, as well all know it is a numbers game. The more opportunities you have in your pipeline the better chance you have of hitting your goals. The more you are in front of customers and prospects the more opportunities you’ll have.

I can’t say this enough, even if you are doing well, businesses can’t continue with the high cost low touch model and expect thrive in today’s climate. Consumers go to the web for everything so why would you only use it to browse websites?

Competitors are scrambling to find advantages over one another. If your not actively looking into ways to leverage the internet for high touch interaction or have plan in place, you have a hole in your strategy and you better hope your competitors do too.

Moving forward; retaining existing customers, providing exceptional value and positioning new opportunities with differentiation is going to be key to sustain and grow.

If your not a decision maker but a stakeholder it is important to know; unfortunately most leaders are likely to assume that radical change in the way we communicate is unnecessary and that “normal service” will soon resume if they just stick to their guns and reduce obvious cost or freeze spending. It is your job to look after your best interests, thus the best interest of the company who signs your paycheck.

I can’t tell you how many times I’ve heard the many reasons why a company can’t invest. Yet they continue to chisel away travel dollars until the CEO calls a halt limiting travel because the company can’t sustain the expenses at the rate it used to. Inevitable.

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