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The Sumo Advantage: Leveraging Business Development to Team with Heavyweights and Grow in Any Economy

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Tangible, sustainable growth will come from building and nourishing strategic relationship... not just sales. In what researchers now describe as "the Era of a Kinship Economy," leveraging strategic partnerships is increasingly critical to your company's growth. To get and stay ahead of your competition, you need partners. And not just any partners. You need strategic, Fort Tangible, sustainable growth will come from building and nourishing strategic relationship... not just sales. In what researchers now describe as "the Era of a Kinship Economy," leveraging strategic partnerships is increasingly critical to your company's growth. To get and stay ahead of your competition, you need partners. And not just any partners. You need strategic, Fortune 1000 powerhouses. Partnering with giants is complicated, but most companies, even the smallest ones, can benefit from creating such a bond through a strong business development (BD) effort. In The Sumo Advantage , you'll learn how to build and sustain BD initiatives that will propel your enterprise. You'll learn how to design and build your company's BD Layer to turbo-charge sales efforts and growth. You'll discover how to identify potential partners and entice them to partner with you in a win-win scenario. You'll also begin to understand the key terms of a successful partnership and learn how to negotiate to get them. Finally, you'll learn how to identify the best BD possibilities, and get the most out of every strategic partnership.


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Tangible, sustainable growth will come from building and nourishing strategic relationship... not just sales. In what researchers now describe as "the Era of a Kinship Economy," leveraging strategic partnerships is increasingly critical to your company's growth. To get and stay ahead of your competition, you need partners. And not just any partners. You need strategic, Fort Tangible, sustainable growth will come from building and nourishing strategic relationship... not just sales. In what researchers now describe as "the Era of a Kinship Economy," leveraging strategic partnerships is increasingly critical to your company's growth. To get and stay ahead of your competition, you need partners. And not just any partners. You need strategic, Fortune 1000 powerhouses. Partnering with giants is complicated, but most companies, even the smallest ones, can benefit from creating such a bond through a strong business development (BD) effort. In The Sumo Advantage , you'll learn how to build and sustain BD initiatives that will propel your enterprise. You'll learn how to design and build your company's BD Layer to turbo-charge sales efforts and growth. You'll discover how to identify potential partners and entice them to partner with you in a win-win scenario. You'll also begin to understand the key terms of a successful partnership and learn how to negotiate to get them. Finally, you'll learn how to identify the best BD possibilities, and get the most out of every strategic partnership.

30 review for The Sumo Advantage: Leveraging Business Development to Team with Heavyweights and Grow in Any Economy

  1. 4 out of 5

    Julie

    I really liked and enjoyed reading this book. It seemed to cover all area of business from what makes a good company and staying one in the competitive world. The book have very good examples on what has worked and what could work in this day and age of growth. The SUMO ADVANTAGE is about choosing the right companies to partner up with and developing the growth for your company with others. It's very good information for big and small companies being successful. This is a very good book for CEO' I really liked and enjoyed reading this book. It seemed to cover all area of business from what makes a good company and staying one in the competitive world. The book have very good examples on what has worked and what could work in this day and age of growth. The SUMO ADVANTAGE is about choosing the right companies to partner up with and developing the growth for your company with others. It's very good information for big and small companies being successful. This is a very good book for CEO's of every company big and small to keep on their shelf and can be utilized for having some very good strategies for staying on top. I received this hardbound book autographed by the author for free from the Goodreads First Reads giveaway.

  2. 5 out of 5

    Joshua Fraser

    A good book to share with the entire sales department. Good for anyone doing B2B/enterprise sales to have the upper-hand. Notes: The Sumo Advantage 1. An entrepreneurs alignment with a major market force, capability, or accelerator with the intent to grow market share and crush the competition. 2. A business effort that is extremely difficult to achieve but when done correctly propels an entrepreneur to a growth phase virtually impossible to replicate. BD is as much about earning a solid reputation A good book to share with the entire sales department. Good for anyone doing B2B/enterprise sales to have the upper-hand. Notes: The Sumo Advantage 1. An entrepreneurs alignment with a major market force, capability, or accelerator with the intent to grow market share and crush the competition. 2. A business effort that is extremely difficult to achieve but when done correctly propels an entrepreneur to a growth phase virtually impossible to replicate. BD is as much about earning a solid reputation in the marketplace in a split second by partnering with a more established and respected partner as it is about increasing your top line. All the positive attribute your partner has are now yours, to a greater extent. BD is about recognizing market opportunity, envisions what a solution might look like, and then pursue established partners to completely own that market. The four distinctions in sales and BD are: 1. BD is strategic, not transaction focused. 2. No direct revenue is generated when executing a BD contract, as it is with sales. 3. Key contacts have a full plate of tasks to attent to, and your proposed BD deal isn't on it. 4. Every sales book drives the importance of "getting to yes." But in BD, you don't focus on getting to a yes -- you focus on not getting a no. This is critical with BD Deal.s Ignore the advice always be closing, as in sales, and aim only not to be shut down. Answer two questions 1. Fir those audiences generating direct revenue, what are the top five reasons why they choose (a) you over the competitor or (b) a competitor over your services? 2. What unique assets (behavioral or technicals) can influence each audience to increase the value of the products or services you provide? The key to finding out how this process occurs and what it will take to get an integration partnership to move you from "nice to have" to "need to have." Brainstorm worst-case scenarios as a starting point for identifying the partners that you should be focused on. Initial discussion - ": Hey, we're going to dominate in this area, and we want to find out whether you want to be involved in this. " Always travel to prospective customers versus asking them to come to you. Then they are on your timeline. NEVER GIVE UP YOUR DECK - doing so hands over control of your information. Triangular Attraction - page 57 Caution 1: Don't fil the queue, Napolean Hill, "no one is ever defeated until defeat has been accepted as a reality." Caution 2: Don't chase revenue/ Caution 3: Don't take partner that doesn't build momentum Don't say you've raised $2M, instead of saying "you've received a multimillion-dollar investment from a fund with deep pockets that is prepared with a follow-on investment after we hit the next milestone. Confusion can be extremely effective in BD. By keeping sumos confused, you maintain control. Thye doesn't know where you're coming from, where you're headed, and what you'll do next, which is what makes you hard to knock out of the ring. So instead they consider partnering with you. If you're that attuned to what will make them even more effective competitors, they'd be fools not to. How to deal with the procurement department - The best way to do this is to confuse the shit out of them PDM - Partner development managers Two different marital styles: conflict engages and conflict avoiders. Like marriage, conflict with your sumo is an indicator of a healthy partnership. If no conflict ever erupts, one partner has more power than the other, and the relationship is dysfunctional. Conflict is an indicator that you are pushing boundaries and getting each other to think more broadly. It arises from Discomfort, but there is no growth without periods of discomfort. When companies put the brakes on progress, saying that their process takes X months, you have to let them know that there needs to be a change. You have to say, "Wait--that's not OK for my business, but more importantly, it's not OK for our collective customers. We're partners, and we need to move forward on the other action items while we wait for the big initiative to kick in. As long as your aligning with their goals, you should be able to create more urgency or demand now. Its never, ever ok, unless there's some catastrophe just to go, "well, we just sit and wait." PDM is a persuasive mining entrepreneur -- someone who expands relationships to transform both companies.

  3. 5 out of 5

    Melissa

    ~I got this book for free for an honest review~ I think this book had some strong points-differentiating sales from business development and giving an outline of business development. And some weak points- laying down the how to. I suppose a topic this broad and this complicated would be difficult to explain. It does give a general lay out and some details (although the book did reiterate the same points several times when the space could have been better utilized to explain new points). Worth a ~I got this book for free for an honest review~ I think this book had some strong points-differentiating sales from business development and giving an outline of business development. And some weak points- laying down the how to. I suppose a topic this broad and this complicated would be difficult to explain. It does give a general lay out and some details (although the book did reiterate the same points several times when the space could have been better utilized to explain new points). Worth a read if you are interested in business development. It will probably give you an idea if this is the direction you want to go.

  4. 5 out of 5

    Erik Qualman

    I love that this book is so focused on just one aspect of business, specifically business development. So many business books try to cover everything and end up covering nothing. If your into business development you will get some good takeways from reading this.

  5. 5 out of 5

    Teresa Carbajal Ravet

    Great business resource that will support staying on point with a strategic business development plan. Good for entrepreneurs and business professionals in the for-profit and nonprofit arenas.

  6. 5 out of 5

    James

    LOVE LOVE LOVE!!!! Fantastic book with wonderful advice. This is a book I will read and recommend again and again. Won via Goodreads Giveaway.

  7. 4 out of 5

    Alice

    I received this book for free through Goodreads First Reads . I enjoyed reading this book .I will be looking for more books from the author in the future , Great book !!

  8. 5 out of 5

    Dan Graham

    Great by local Austinite!

  9. 4 out of 5

    Andrew

  10. 4 out of 5

    Nat Rok

  11. 5 out of 5

    Albert Mkrtchyan

  12. 5 out of 5

    Ryan

  13. 5 out of 5

    Lee Grant

  14. 4 out of 5

    Jesse Ofner

  15. 4 out of 5

    Dave Pitman

  16. 4 out of 5

    Artturi

  17. 5 out of 5

    Michael Harker

  18. 4 out of 5

    Nathan Hickey

  19. 4 out of 5

    Jay Stockwell

  20. 5 out of 5

    Eduardo Perez

  21. 4 out of 5

    Michael Girdley

  22. 5 out of 5

    Joaquin Rivera

  23. 5 out of 5

    masttek

  24. 4 out of 5

    Mike Provance

  25. 5 out of 5

    Simon Rakoff

  26. 5 out of 5

    Drew

  27. 4 out of 5

    ming zhao

  28. 5 out of 5

    Josh Rickel

  29. 4 out of 5

    Nitin

  30. 5 out of 5

    David Braverman

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