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- A Perspective on Turning “David” into “goliath” for Sustained Growth
- Many small companies, in their quest to win small skirmishes in industries controlled by larger adversaries often choose to position as a “David” battling the “Goliath’s” of their industry. With a message that readily resonates with both customers who are ready to churn and employees looking for inspiration, posturing as...
- White papers 2003-01-03
- Selling Against goliath
- When a sales team loses, whether they sell for the small company or the larger one, for that matter, it’s for one of two reasons. They didn’t properly qualify the opportunity, or they were outsold by the competition. There is no third alternative. Article takes a look at these two...
- White papers 2003-03-01
- Slingshots or Clubs?: How to Choose the Right Pricing
- When pricing products and services, does the business look up to larger competitors for guidance and direction? More important, like David in his battle against Goliath, are individuals choosing a slingshot or a club? Too often, mid-to small-sized businesses choose a club instead of a slingshot. To ensure that a...
- White papers
- Selling Against goliath: How to Take on the Big Guys and Win
- When a sales team loses, whether they sell for the small company or the larger one, for that matter, it’s for one of two reasons: They didn’t properly qualify the opportunity, or they were outsold by the competition. There is no third alternative. This has been explained with the help...
- White papers 2003-06-03
- How Local Firms Beat Multinationals
- Wal-Mart doesn't always win when it enters a new market. In business, David can beat Goliath, or at least maintain competitive advantage, by understanding weaknesses inherent in big companies and strengths to be derived from playing smart in your own backyard. The subject of...
- Blog posts 2008-02-28
- Irony of the Day: What Analysts Said of Apple in 1996
- I suppose for today's BNET1 post, we'll take a trip down memory lane, twelve years back -- when the Internet was young, nobody knew what a PalmPilot or social network was, and Apple was heralded across the media as a falling Goliath about to be bought up by the likes...
- Blog posts 2007-12-05
- Breakfast at McDonald's Is Bad News for Starbucks
- In the metropolitan United States, Starbucks is to coffee what Kleenex is to facial tissue -- the brands and products are one and the same. Yet somehow, Starbucks is sliding backward, with 2007 expected to mark the company's third straight year of sales shrinkage. What's the deal? ...
- Blog posts 2007-07-18
- Conflicting Interests Under the Spotlight in eBay-Craigslist Lawsuit
- EBay has gone public with the details of its lawsuit against Craigslist and its two shareholders Craig Newmark and James Buckmaster. While suit details alleged self-dealing by Newmark and Buckmaster and a rift over eBay's Kijiji unit, which competes with Craigslist, it's worth pondering the motives--and perceptions--here. ...
- Blog posts 2008-05-02
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