In some of our recent blogs, we have discussed the importance of having your entire organization operate Above the Line of Safety, that is the level in an organization above which roles are empowered with budget and resources to independently solve a problem. Many organizations discuss this topic in terms of selling to executives or … Continue reading “The Line of Safety and Service Chains”

In today’s world, innovation commoditizes quickly. It used to be that truly innovative pieces of technology had years of market domination before competition arose. Today, competition enters the marketplace in a few months. In previous blogs, we have discussed that operating Above the Line of Safety, the point in an organization above which roles are … Continue reading “The Line of Safety and Customer Intimacy”

In our last blog, we discussed the Line of Safety and some of the benefits of working on topics that are relevant to buyers who are empowered to independently solve problems at their respective companies. Most organizations are aware of the need to sell to and build relationships with high-level buyers (e.g., C-Suite Executives). Despite … Continue reading “Why do Organizations Struggle to Get Above the Line of Safety?”

Companies today are constantly working to differentiate themselves in the eyes of the market and their most valued customers. However, for many organizations, standing out amongst increased competition in commoditized markets has never been more difficult. For companies feeling uncertain about their future in the market, the journey towards identifying a clear strategy begins with … Continue reading “The Line of Safety – What Is It and Why Is It Important?”