Sumo Advantage: Business development strategy for growing in any economy

Sumo Advantage

SUMOS vs. 800LB GORILLAS

Entrepreneurs and business owners alike constantly seek advantage over the competition when creating their business development strategy. For most, “winning” means gaining market dominance, product superiority or increased sales. The stated goal is often to land “the 800-pound gorilla,” the implication being that such a coup would alter the company’s future. But is a gorilla the right target? Maybe not. A gorilla provides power but has no “X factor” to accelerate market dominance. Instead, consider pursuing a “sumo,” who is always focused on beating the competition and who leverages his enormous weight and muscle to force competitors out of the ring. The gorilla is raw muscle and can exert enormous strength but is not at all strategic. It is instinctive and lacks self-awareness, imagination, and independent will. The sumo, on the other hand, is interested in out-positioning, outsmarting and even out-psyching the competition, using all means available. The Sumo Advantage provides the strategies and tactics to help you find and partner with sumos. If you are unaware of the distinctions between sales and BD, then your sales-only focus may be what is holding you back. Once you understand and really believe that sales strategy and business development strategy can, and should be, very different, the sky’s the limit on growth.
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YOU NEED THIS BOOK IF:

  • You want to grow your revenue at a faster pace
  • You want to add a sustainable, defensible and differentiating layer to your competitive market position
  • You want to build great enterprise value
  • You want to help your sales people close faster
  • You want to assess whether your your partnership strategy is the right one
  • You want to determine if you have the right people on your team

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The Sumo Advantage describes in very clear and concrete terms how a company should think about, identify, negotiate and manage strategic partnerships as a tool for finding new avenues for growth and competitive advantage CHIP PERRY | FORMER CEO, AUTOTRADER.COM

 

TESTIMONIALS

The Sumo Advantage is an innovative and powerful approach to business development that can propel a company to greatness.  For early stage tech companies Bernie’s philosophy on strategic relationships can pave the way for incredible success.  This book is at the top of the recommended reading list for all of our portfolio companies.

Simon Rakoff, Ph.D.
General Partner, Fortify Ventures

 

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