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Towards the end of the post is a review of a classic brands book “ Brand Leadership” By David A Aaker and Erich Joachimsthaler which I published some time ago. Porter’s generic strategies (cost leadership, differentiation and focus) are relevant here. It’s interesting to see how brand management has developed.
McKinsey & Company partners published the Three Horizons (3H) of Growth framework in 2000. emphasizing solely on new opportunities or future initiatives and neglecting the existing core valuepropositions. Averting common mistakes—e.g.,
Develop & deliver value SAMs build an impactful valueproposition that resonates with the customer’s needs and deliver it as an engaging message. AI tools to augment the SAM: Collect valuepropositions from virtual sales meetings across the organization. Is senior leadership ready? Create digital twins.
Not the 2000% I’d hoped to achieve.” Finding The Sweet Spot As a smart professional, you need to find the sweet spot of value: “What’s the return?” What creates the greatest value?” The new valueproposition enables a disruptive opportunity for reaching the right people, at the right time, with the right message.
So insight or understanding what’s going on in the business, in the market, the sales strategy, which is basically the action plan to get to the goal, the big go to market plan that includes what we’re selling, who we’re selling to in terms of our our customers, what our valueproposition is, our coverage model.
The firm’s leadership group recognized that the days of unbridled demand in the 90’s would ultimately end (turned out to be the year 2000). The answer was more “sales” discipline. This was likely a $60M + opportunity, and the pursuit team was intent on bidding for the work. Should we have proceeded?
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