Bernie Brenner » Sumo Thinking https://berniebrenner.com Tue, 31 Mar 2015 14:38:53 +0000 en-US hourly 1 https://wordpress.org/?v=140 Business Development—The Polar Opposite of Sales https://berniebrenner.com/business-development-the-polar-opposite-of-sales/ https://berniebrenner.com/business-development-the-polar-opposite-of-sales/#comments Tue, 31 Mar 2015 14:38:53 +0000 https://berniebrenner.com/?p=276 The biggest challenge today’s burgeoning companies face is understanding the difference between sales and Business Development (BD). Many companies think they are the same, and as a result they struggle with embracing the BD mindset. In fact, corporate executive titles...

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]]> https://berniebrenner.com/business-development-the-polar-opposite-of-sales/feed/ 0 Leveraging the Sumo Advantage: A Clear and Present Danger to Your Competition https://berniebrenner.com/leveraging-the-sumo-advantage-a-clear-and-present-danger-to-your-competition/ https://berniebrenner.com/leveraging-the-sumo-advantage-a-clear-and-present-danger-to-your-competition/#comments Tue, 17 Mar 2015 16:45:16 +0000 https://berniebrenner.com/?p=273 As a startup company or as an emerging established corporation, you need to utilize Business Development (BD) strategies to grow your business and to beat your competition. Unfortunately, many executives think that if they simply get more sales, then they...

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]]> https://berniebrenner.com/leveraging-the-sumo-advantage-a-clear-and-present-danger-to-your-competition/feed/ 0 Sumo Advantage: Out-Positioning, Out-Smarting, and Out-Psyching the Competition https://berniebrenner.com/sumo-advantage-out-positioning-out-smarting-and-out-psyching-the-competition/ https://berniebrenner.com/sumo-advantage-out-positioning-out-smarting-and-out-psyching-the-competition/#comments Tue, 03 Mar 2015 15:54:25 +0000 https://berniebrenner.com/?p=267 The difference between today’s savvy market leading organizations and those who struggle and fail at attempts to achieve market dominance is that the insightful companies—just like a sumo warrior—think in terms of big picture strategy. In the business arena, that...

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]]> https://berniebrenner.com/sumo-advantage-out-positioning-out-smarting-and-out-psyching-the-competition/feed/ 0 How to Gain Market Dominance and Crush the Competition https://berniebrenner.com/how-to-gain-market-dominance-and-crush-the-competition/ https://berniebrenner.com/how-to-gain-market-dominance-and-crush-the-competition/#comments Wed, 18 Feb 2015 18:48:47 +0000 https://berniebrenner.com/?p=247 Savvy companies use business development (BD) strategies to partner with leading industry giants to gain market dominance over their competition. However, some CEOs have perceived challenges when it comes to identifying the right partner(s). This leads to lack of patience...

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]]> https://berniebrenner.com/how-to-gain-market-dominance-and-crush-the-competition/feed/ 0 Successful Business Development Mindset and Culture https://berniebrenner.com/successful-business-dev-mindset/ https://berniebrenner.com/successful-business-dev-mindset/#comments Thu, 05 Feb 2015 16:38:33 +0000 https://berniebrenner.com/?p=148 In today’s fierce competitive business environment, how do you answer the challenge of not only finding creative new ways to grow your business, but also to crush the competition? Most companies’ efforts to bring about growth leave a lot of...

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]]> https://berniebrenner.com/successful-business-dev-mindset/feed/ 0 Not All Deals Are Good Deals https://berniebrenner.com/not-deals-good-deals/ https://berniebrenner.com/not-deals-good-deals/#comments Mon, 05 Jan 2015 19:03:23 +0000 https://berniebrenner.com/?p=162 As you’re getting started in BD, you may be eager to sign your first sumo. Maybe you even feel some pressure to succeed. That pressure is good and will propel you to success, but don’t get so focused on sealing...

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]]> https://berniebrenner.com/not-deals-good-deals/feed/ 0 Business Development Is Strategic https://berniebrenner.com/business-development-strategic/ https://berniebrenner.com/business-development-strategic/#comments Mon, 05 Jan 2015 18:57:17 +0000 https://berniebrenner.com/?p=155 BD is all about strategy, about identifying a need or opportunity in the marketplace and a partner who can give you an advantage in meeting that need. To conceive of a BD deal takes vision and a problem- solving nature,...

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]]> https://berniebrenner.com/business-development-strategic/feed/ 0 Category Awareness is the Great Separator https://berniebrenner.com/category-awareness-great-separator/ https://berniebrenner.com/category-awareness-great-separator/#comments Mon, 05 Jan 2015 14:00:25 +0000 https://berniebrenner.com/?p=158 Nearly all BD deals start where there is no category awareness. Was Apple thinking about footwear and apparel development before Nike approached them? Highly unlikely. Likewise, the company you’re pitching may be thinking about advertising, or customer relationship management (CRM),...

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