So, I went to Wenxuan Bookstore to look for books related to Huawei. What popular books are recommended by physical bookstores on the Internet? There are also many people in the bookstore, and the books are also classified and dazzling. In the book introducing Huawei, I saw the long-respected "Huawei saturation attack marketing law". This book is no stranger to me. I listened to the relevant audio interpretation on the APP first. As soon as the book went on the market, it attracted many people and was very popular. I can't wait to see this method of Huawei meeting each other late.
Compared with the book "Winning the Battle", the book "Huawei Saturated Attack Marketing Law" is more practical. The former is about why Huawei can win the battle from a strategic perspective, and the latter is about how Huawei can use it to win the battle from a tactical level. The two complement each other perfectly, and one is both rigid and flexible.
There are many rich experiences and methods on how to win orders and do a good job in sales, whether in the market or in various enterprises and people, but there are not many enterprises and individuals who can systematically extract guidance methods, lead tens of thousands of employees to be in the leading position in the industry and increase their profits year by year. Huawei's success is no accident. Although Huawei's experience has a unique military temperament, in the final analysis, it has a mature management model, which is as advanced as their technology.
Where is the senior?
First, be brave in self-revolution.
From selling communication equipment to independent research and development, Huawei has fought its way out in a red sea market from light operation to heavy equipment.
1999, Huawei initiated the collective resignation of management. Many executives who have worked hard together have resigned and re-participated in the post competition. This move has injected fresh blood into Huawei and brought new vitality to the enterprise.
"Winning the Battle" mentioned that Huawei has its own professional blue army department, which specializes in designing attack plans for its main products, that is, subverting its superior products all the time.
Second, let go of the hands and feet of the front line
Give full trust and power to the front line, and put forward the famous "let the front line call for artillery fire" and "let those who can hear artillery fire call for artillery fire". Front-line sales teams can provide marketing, financial and product support for the company when conducting business. The advantage of this authorization is that it gives front-line salespeople more autonomy. In order to win orders and markets, they can use various effective resources in combination. Of course, this does not mean absolute decentralization. Authorization and supervision are always double-edged swords. Huawei also has its own supervision system to prevent front-line personnel from being excessively wasted.
The most noteworthy thing is that Huawei's product R&D manager is not in the research room behind closed doors, which is also a common problem of many enterprises, but spends a lot of time with the front-line business team, so they also know more about the front-line and market demand, so as to design products that are more in line with users.
Third, saturation attack.
When we talk about saturation attacks, have you ever thought about what we are talking about? Why saturation attack?
To kill a chicken, you need to attack with a great knife and put the amount of ammunition into the van fleet. Huawei advocates attacking the market with the fiercest artillery fire. To use a battlefield metaphor, it doesn't matter whether you use one shell or six shells to blow up in order to open the gap in the city wall. The important thing is to open the city wall and rush in to occupy the city, where there is a lot of wealth.
Saturation attack is to make full use of all kinds of information, do a good job in every link, and advance systematically and step by step from user demand, project planning, scheme design, visit and reception, negotiation and cooperation, post-guarantee and other links. The key is to be systematic and professional enough.
For example, 1999, Huawei organized customers to visit the site and provided Mercedes-Benz cars for the visiting customers. Drivers wear high-end suits and white gloves, which are very professional, and after the banquet, they only need to call the driver, and the driver will drive to the door and wait.
The author himself gave an example of a banquet. As an executive of Huawei, he found that the western-style knives and forks on the tableware were silver, so he asked the service staff next to him if they were really made of silver or painted with silver. The waiter later told him that it was pure silver. Huawei can fully consider and properly arrange the details of the reception. At that time, a boss who managed tens of thousands of people and had a market value of tens of billions praised me. When I go back, I also want my people to learn from Huawei. What is good hospitality?
Of course, all this progress is inseparable from the advanced nature of the organization, so Huawei has also made great efforts to build its own organization.
Here is a brief introduction to the impression brought by this book, and the specific saturation attack methods and strategies will be introduced in detail.