On Sales: Play Hardball
By Jack Mixner
When companies play hardball, they use every legitimate resource and strategy available to them to gain advantage over their competitors. (Stern, page 377.)
Showing up isn't enough. Showing up ready to play - and playing fiercely - is playing hardball. How to know if your team is competing?
Market share continues to grow.
Market share declining?
Look to your team. Are they competing - fiercely?
Strategic Implication
If you are not measuring results (especially market share) you will never know if you are successful.
Reference
Stern, Carl W. and Michael S. Deimler, Editors. The Boston Consulting Group On Strategy. Wiley. 2006. [Stalk, George Jr. and Rob Lachenauer. The Hardball Manifesto. Page 377.]
Other References
Stalk, George Jr. and Rob Lachenauer. Hardball: Five Killer Strategies for Trouncing the Competition. Harvard Business Review. April 2004.
Stalk, George Jr. and Rob Lachenauer. Hardball: Are You Playing to Play or Playing to Win? Harvard Business School Press. 2004.