I always like to ask, "If you don't win an account, who do you lose to and why?".
The question I ask, differently phrased, of all my prospects after my salesmen have seen them and not got an order. It is taught in all IBM, Xerox, and other good sales courses, and all MBA marketing courses, but almost never implemented because people don't like to hear negatives, and they don't like to follow up.
I have never found you anti-Cisco, Fun. I think you are more product oriented than system oriented, and that may be why you may be underestimating Cisco's ability to hold and increase market share at the present margins.
For normal manufacturing companies, your approach is the right one, but I think Cisco has more going for it, and that is why, IMO, the numbers have held up.
What I don't understand is why the SEC and the Wall Street analysts has let Cisco get away with these obviously phony quarterly earnings reports. No company can consistently comes in exactly one penny over projected earnings quarter after quarter. Give me a break! |
