市场领导者的法则

Hacker News 上怎么说

• mindcrime · 2017 年

  ……并不是你竞争的唯一维度。换句话说，除了打造最好的产品之外，还有其他竞争方式。众所周知，最好的产品往往赢不到最后。我推荐读读 Fred Wiersema 和 Michael Treacy 写的《The Discipline of Market Leaders》（市场领导者的修炼），还有 Jeff Thull 写的《Mastering The Complex Sale》、《The Prime Solution》和《Exceptional Selling》。这些书大量讨论了如何竞争、销售和打出差异化……

  …not the only dimension on which you compete. That is, there are other ways to compete besides having the best product. As we all know, the best product doesn't always win. I'd recommend reading The Discipline of Market Leaders by Fred Wiersema and Michael Treacy, as well as Mastering The Complex Sale, The Prime Solution and Exceptional Selling, all by Jeff Thull. These books deal a lot with how to compete and sell and differentiate…

• mindcrime · 2017 年

  ……你的产品很可能可以在许多维度上进行细分，其中一些细分或许能让你避开与这家公司的正面硬刚。我的建议是去读读《The Discipline of Market Leaders》这本书，它很好地阐述了不同竞争维度背后的思路：产品、价格、运营效率、客户亲密度（customer intimacy）等等。甚至有没有可能在对方……的同时，专注于欧洲市场？

  …your product can most likely be segmented in many ways, some of which would likely allow you to avoid head to head competition with this other company. My recommendation is that you read the book The Discipline of Market Leaders which does a good job of explaining the ideas behind different vectors of competition: product, price, operational efficiency, customer intimacy, etc. Is it even possible to focus on Europe whilst the…

• mindcrime · 2017 年

  ……根本不是产品属性本身，而是靠其他基础来竞争，比如客户亲密度、服务等等？甚至纯粹靠更好的销售流程来竞争？我觉得不妨抽出点时间，读读《The Discipline of Market Leaders》、《Mastering The Complex Sale》和《Differentiate or Die》（与众不同或死），思考一下能跟他们竞争的途径。如果你的分析最后得出结论，最好的办法是放弃这个 idea，那么……

  …product attributes at all, but rather compete on another basis like customer intimacy or service, etc? Or even compete simply by having a better sales process? I'd say take a little time out, read The Discipline of Market Leaders, Mastering The Complex Sale, and Differentiate or Die and think about ways you can compete with them. IF your analyzes leaves you with the conclusion that the best thing to do is to drop your idea, then…

• mindcrime · 2018 年

  ……第 2 版，书名改成了《The Startup Owner's Manual》（创业者手册）。内容有很多重叠，但在我看来差异也足够大，值得两本都读。我会建议先从老版开始。《The Discipline of Market Leaders》（Fred Wiersema、Michael Treacy 著）——依我看也是一本至关重要的书。它非常出色地解释了你可以沿着许多不同的维度去竞争，并阐明了选择哪一个……

  …2nd Edition, which changes the title to "The Startup Owner's Manual". There is a lot of overlap in the content, but enough difference to justify reading both, IMO. I would start with the older one. The Discipline of Market Leaders - Fred Wiersema, Michael Treacy - another crucially important book IMO. Does a great job of explaining how there are many different vectors along which you can compete, and explains how choosing which…

• mindcrime · 2014 年

  ……《Differentiate or Die》- Jack Trout 《The 22 Immutable Laws of Marketing》- Al Ries 《Repositioning》- Jack Trout 《Marketing Warfare》- Al Ries 《The 22 Immutable Laws of Branding》- Al Ries & Laura Ries 《The Discipline of Market Leaders》- Michael Treacy & Fred Wiersema 《Blue Ocean Strategy》- W. Chan Kim & Renee Mauborgne 《Trust Me, I'm Lying - Confessions of a Media Manipulator》- Ryan Holiday 《Crossing the Chasm》- Geoffrey Moore……

  …Differentiate or Die - Jack Trout The 22 Immutable Laws of Marketing - Al Ries Repositioning - Jack Trout Marketing Warfare - Al Ries The 22 Immutable Laws of Branding - Al Ries and Laura Ries The Discipline of Market Leaders - Michael Treacy and Fred Wiersema Blue Ocean Strategy - W. Chan Kim and Renee Mauborgne Trust Me, I'm Lying - Confessions of a Media Manipulator - Ryan Holiday Crossing the Chasm - Geoffrey Moore…

• mindcrime · 2019 年

  ……根据你对这些“差异化向量”细分得有多细，会有很多种变体。想要深入了解这一整套概念，我强烈推荐去读读 Michael Treacy 和 Fred Wiersema 写的《The Discipline of Market Leaders》。

  …are a lot of variations depending on how fine-grained you get in terms of how you segment those "vectors of differentiation". To learn more about this overall concept, I highly recommend reading The Discipline of Market Leaders by by Michael Treacy and Fred Wiersema.

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