Category Archives: WayPoint Analytics

162. Your Coach for Mastering E-Skills?

THE AMBITIOUS HAVE COACHES!

Many big-time jocks have personal coaches and analytics services. (Coaches for executives use 360-feedback surveys).

Most pro sports teams now invest in high-speed video, stats, and development coaches – for all players. Veteran starters with contracts often decline the help (why mess with success?), but rookies (and little leaguers) are devouring video-based analysis. The underlying goal is fast-as-possible “mastery”.   

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161. How Digital Disruptors (Will) Skim Distributor Sales

Digital-Disruptors are Multiplying!

Today: digital disruptors are attacking most industries. In ’95, a few startups invaded easiest B2C product categories with their own homemade digital tools. Today, raiders are targeting every “buying-journey experience” with off-the-shelf digital tools from cloud providers. Barriers to buying-journey innovation have fallen for both startups and your firm.  

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160. Baseball’s Player-Development Analytics v. Yours

New Book: The MVP Machine

Read the rave reviews for this just-out book at Amazon. Baseball fans will love it. Non-fans, who are trying to “upskill or re-skill” employees, can glean value by skimming it.

“MVP” details the third phase of the analytics revolution sweeping pro baseball. In Phase-One (detailed in “Moneyball”), teams used analytics to draft and trade under-valued players. Others got wise, copied and zeroed out that edge.    

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159. Distributors: Get Re-Bundling Flexible

Your Standard Service Bundle?

When you quote a customer a “price”, what are the services that are bundled (“for free”) into that price? A typical distributor-bundle includes costs for: outside and inside reps, pick, pack, shipping, and trade credit. Bigger customers usually get extra services “for free”. Small ones may have a minimum order size requirement and/or an un-bundled freight charge. (A tough sell with Amazon’s free shipping policies.)

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158. Skills for Partnering Gazelle Accounts

Net-Profit Gazelles?

Amongst your most net-profitable accounts, find the ones that have also been growing their sales, margin, and profit dollars fastest (year-over-year). These are “Gazelles”. Partner them better to increase your odds that they will continue to grow you for years.

Skills for Better Partnering?

Reps can’t do partnering on their own. Bigs typically herd reps into seeing buyers in silos with narrow agendas and metrics (like “price”). You must pitch the customer honcho who can see and change the overall procurement process.  

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157. “Only The Paranoid Survive” 2.0

Andy Grove’s Book and Quote

Grove was a founder of Intel, and its CEO from ’87 to ’98. He wrote an acclaimed book on what he had learned: “Only the Paranoid Survive”, published in ’99.  His summary quote:

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