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Sales Warrior Lesson 7: Competitive SuccessScience begins with the establishment of a precise vocabulary. Sun Tzu defines a competitor externally as existing at a unique place in time in the environment, but a competitor's organization is defined internally by its decision-making and the type of methods it employs. In classical strategy, we call the person who makes decisions the leader. The processes and systems within the organization are called its methods. Methods consist of everything that an organization knows how to do. Manufacturing products is a form of methods. Products are those methods embodied in a physical form. So, from a strategic viewpoint, competing products are competing methods.
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Copyright 2005-2008 Science of Strategy Institute, Clearbridge Publishing, and Gary Gagliardi |
