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In the Face of a Shared Adversary
Friends, First and foremost, I hope you and your loved ones are well and out of harm’s way. The current situation in the world is one filled with many challenging uncertainties. Each day brings something new and while we can’t entirely control what lies ahead, we can take charge over our own mental and physical […]
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Are You Focusing More on Your Problems or Your Customers’?
I recently attended a most interesting event hosted by the Philadelphia Chamber of Commerce. The topic was Digital Transformation Trends in the Middle Market. First of all, I was surprised to learn how many Mid-Sized firms are still sitting on the fence about implementing an “All Things Digital” strategy to create competitive advantage for themselves. […]
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Avoiding the Most Common Go-To-Market Pitfalls
Go-To-Market Planning Pitfalls 7 Steps to a Successful Go-To-Market Strategy reviewed the challenges with complicated Go-To-Market (GTM) strategic plans and processes, why it’s important for your survival to have a streamlined process in place and introduced you to a lean GTM strategic planning framework. Now you should consider some of the common pitfalls to avoid when […]
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7-Steps to a Successful Go-To-Market Strategy
“More than 30,000 new consumer products are launched each year. 80% of them fail!” That’s a staggering statistic.
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If All You Have Is A Hammer
Hammers, as it turns out, are not the most effective tool for every challenge you face. Providing you the proper tools to handle your customer engagement challenges is where Downing Goliath comes in – we want you to be prepared to handle any engagement challenge. If you’re struggling to get products into the market on […]
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Rethinking Lead Generation
Lead generation has undergone significant and profound changes in recent years. The rise of the Self-Directed-Buyer fundamentally changes the way a company attracts, wins, and retains customers. Traditional lead generation processes are designed from a company’s need-to-sell perspective. These processes do not typically align well with specific challenges revealed when considering a customer’s purchase decision […]
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Big “M” Marketing Is Not Advertising
Marketing is too important a responsibility to leave to just the “Marketing” Department. At its core, marketing is more than advertising and promotions. Big “M” Marketing is the essence of your company, your product and service offerings, how you are represented in the marketplace, how your staff engages with your current and potential customers, and […]
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Market Disruptions Are Killing Your Company
Integrating disruptive innovation thinking into your business models is critical to your survival. Global giants who once used to be considered the best in their respective industries – companies such as AT&T, Eastman Kodak, Motorola, and Panasonic to name a few, lost their balance when new innovative technologies disrupted their business models and technology competencies. […]
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If All You Have Left Is Price
If the (perceived) value your products and services bring to your customer is virtually identical to your competition, then all you have left to compete on is price! And this is a very dangerous place to be! In a separate article, I wrote about questioning your value add – that if the perceived value of […]
Dowing Goliath: my thoughts about business execution excellence (or the lack of it…)
Downing Goliath 