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Don’t Compete with Rivals, 
Make them Irrelevant. 
Despre Vanzari & 
Blue Ocean Strategy 
Romanian Sales Conference 
Radisson Blu 
25.09.2014 
Daniel Rosca 
www.b2b-strategy.ro
Cat cantareste un elefant? 
African Elephant by RobtheDoodler on deviantART
Cat te costa transportul unui elefant? 
* iti place imaginea?
Dar in acest caz? 
+ veterinar, alimentatie, personal auxiliar, perioada "dresaj"... ?
"... trying to secure more famous 
clowns and lion tamers, a strategy 
that raised circuses’ cost structure 
without substantially altering the 
circus experience." 
Recenzie Blue Ocean Strategy | www.b2b-strategy.ro
"Cirque du Soleil gained a new 
understanding not only of 
circus customers... 
...but also of circus 
noncustomers, adult 
theater customers.” 
Recenzie Blue Ocean Strategy 
www.b2b-strategy.ro
Care este primul cuvant la care te gandesti acum?
* extras din manualul de 
identitate al Romaniei...
"... no promotional 
campaign, mass 
media, or consumer 
advertising. It didn’t 
simply steal sales 
from competitors... "
Yellow Tail brought nonwine drinkers, 
beer and ready-to-drink cocktail 
consumers into the wine market.
Romanian Sales Conference 2014
Generare nevoie de cumparare? 
* industrii complementare, teatru & bere 
“Chapter 5 shows how to maximize the size of a blue ocean. 
To create greatest market of new demand, this chapter 
challenges the conventional practice… helps to get managers 
thinking from a demand-side perspective.”
Romanian Sales Conference 2014
... Its why Head of Marketing for 
Cirque du Soleil, Mario D'Amico said, 
"If we had asked our audience what 
they wanted, we would end up doing 
Swan Lake every year." 
Cum functioneaza o clepsidra?
Generare nevoie de 
cumparare? 
De ce Apple nu are vanzatori? 
3 Directori Generali, o singura provocare! 
Metodologie Lead Generation 2015 
Interviu Adrian Garmacea, Emanuel Popa & Florin Plesca
Cine este "elefantul" din industria in care activezi? 
* game de produse • 80% of / servicii vs competitie? 
sales require 
5 follow-up 
calls after 
the meeting 
• 44% of 
salespeople 
give up after 
1 follow-up 
Daca reusim sa 
eliminam aceste 
etape?
... primul cuvant?
Soborul de la Isaiia / Cultura & Civilizatie Cucuteni 
7000 BC 
www.b2b-strategy.ro/Cucuteni 
* +37bnUSD / year... !
Romanian Sales Conference 2014
Te invit pe www.b2b-strategy.ro sa analizezi: 
• metodologie Lead Generation 2015 / De ce Apple nu are vanzatori? 
• pozitionare Blue Ocean Strategy / Cultura & Civilizatia Cucuteni 
• optimizare buget 2015, Marketing & Vanzari: 
• pozitionare Blue Ocean Strategy
Cum arata competitia noastra 
vs 
competitia companiei pe care o reprezinti? 
* pozitionare Blue Ocean Strategy holding de companii Green Future
… a strategy that raised circuses’ cost structure without substantially altering the circus experience! 
Va multumesc pentru timpul acordat! 
“Stop benchmarking the competition. The more you benchmark 
your competitors, the more you tend to look like them.” 
. 
Daniel Rosca 
www.b2b-strategy.ro | www.about.me/DanielRosca | +4(0) 744 33 66 43

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Romanian Sales Conference 2014

  • 1. Don’t Compete with Rivals, Make them Irrelevant. Despre Vanzari & Blue Ocean Strategy Romanian Sales Conference Radisson Blu 25.09.2014 Daniel Rosca www.b2b-strategy.ro
  • 2. Cat cantareste un elefant? African Elephant by RobtheDoodler on deviantART
  • 3. Cat te costa transportul unui elefant? * iti place imaginea?
  • 4. Dar in acest caz? + veterinar, alimentatie, personal auxiliar, perioada "dresaj"... ?
  • 5. "... trying to secure more famous clowns and lion tamers, a strategy that raised circuses’ cost structure without substantially altering the circus experience." Recenzie Blue Ocean Strategy | www.b2b-strategy.ro
  • 6. "Cirque du Soleil gained a new understanding not only of circus customers... ...but also of circus noncustomers, adult theater customers.” Recenzie Blue Ocean Strategy www.b2b-strategy.ro
  • 7. Care este primul cuvant la care te gandesti acum?
  • 8. * extras din manualul de identitate al Romaniei...
  • 9. "... no promotional campaign, mass media, or consumer advertising. It didn’t simply steal sales from competitors... "
  • 10. Yellow Tail brought nonwine drinkers, beer and ready-to-drink cocktail consumers into the wine market.
  • 12. Generare nevoie de cumparare? * industrii complementare, teatru & bere “Chapter 5 shows how to maximize the size of a blue ocean. To create greatest market of new demand, this chapter challenges the conventional practice… helps to get managers thinking from a demand-side perspective.”
  • 14. ... Its why Head of Marketing for Cirque du Soleil, Mario D'Amico said, "If we had asked our audience what they wanted, we would end up doing Swan Lake every year." Cum functioneaza o clepsidra?
  • 15. Generare nevoie de cumparare? De ce Apple nu are vanzatori? 3 Directori Generali, o singura provocare! Metodologie Lead Generation 2015 Interviu Adrian Garmacea, Emanuel Popa & Florin Plesca
  • 16. Cine este "elefantul" din industria in care activezi? * game de produse • 80% of / servicii vs competitie? sales require 5 follow-up calls after the meeting • 44% of salespeople give up after 1 follow-up Daca reusim sa eliminam aceste etape?
  • 18. Soborul de la Isaiia / Cultura & Civilizatie Cucuteni 7000 BC www.b2b-strategy.ro/Cucuteni * +37bnUSD / year... !
  • 20. Te invit pe www.b2b-strategy.ro sa analizezi: • metodologie Lead Generation 2015 / De ce Apple nu are vanzatori? • pozitionare Blue Ocean Strategy / Cultura & Civilizatia Cucuteni • optimizare buget 2015, Marketing & Vanzari: • pozitionare Blue Ocean Strategy
  • 21. Cum arata competitia noastra vs competitia companiei pe care o reprezinti? * pozitionare Blue Ocean Strategy holding de companii Green Future
  • 22. … a strategy that raised circuses’ cost structure without substantially altering the circus experience! Va multumesc pentru timpul acordat! “Stop benchmarking the competition. The more you benchmark your competitors, the more you tend to look like them.” . Daniel Rosca www.b2b-strategy.ro | www.about.me/DanielRosca | +4(0) 744 33 66 43