Is the Value in the Conversation versus the Proposition?


Value Conversation

A value proposition describes the value that your products/services offer those who purchase them. It states the compelling reason people buy from us. The stronger we make the proposition through quantifying it during the sales process the more likely we will get the sale. The statement(s) can be governed by Continue reading

New Accessibility for the Business901 Podcast


Business901 Podcast

At the end of August, I will not update the present Business901 Podcast Android App in the Google Play Store and take it down. I have decided to use the Podbean and Stichter Apps to keep current with updates. The Podbean App: Access Podbean’s extensive network of podcasts, search by Continue reading

The Reflection Cycle of Lean


Cycles of Lean

Working with Lean in Sales and Marketing have afforded me the opportunity to see tools in a different way. It has allowed me to see them from what I might call an outside-in perspective. Where most Coaches and Trainers come from the internal world of development and manufacturing, I came Continue reading

The Intangibles Will Create Your Success


Sales Conversation

Are you delivering knowledge to your customer in each and every step of the sales process? Do you have SMART Goals outlined to follow and assist your customer in making the decision he invited you to assist with? When we model the sales activity, we get into very specific kinds Continue reading

Team Building with Six Sigma

In a podcast, I had Jeffrey M. Koff, the Director of Lean Six Sigma Learning on from Xerox we broke off on some of the discussion on Lean and Six Sigma and focused briefly on team building. You can read or listen to the entire podcast here Design for Six Continue reading

As an Individual: How much Slack is Enough?

How much slack is enough, and where does that start becoming wasteful? We talk about Lean and do it as individual but we need slack. It’s hard to get your arms around it. -jd Dan Markovitz: If you think about Taiichi Ohno, the first thing he had anyone do was Continue reading

Should You Wait for Membership till after the Transaction?

The membership economy is over and above just a transactional action. The transaction should be just part of the whole membership thing. Membership shouldn’t be — let’s say after the transaction. -jd Robbie Baxter: Right, exactly. This brings us into the whole idea of a Freemium Model, which is the Continue reading

Four Dimensions of Digital Service

Designing Delivery

Next Week’s podcast guest, Jeff  Sussna founder of Ingineering.IT, facilitates Adaptive IT through teaching, coaching, and strategic design. He is the author of a new book Designing Delivery: Rethinking IT in the Digital Service Economy. An excerpt from the podcast: Joe: It’s really kind of a digital service type of Continue reading

Thinking Strategically

Paul Butler

Paul Butler is one of the authors of the new book, Think to Win: Unleashing the Power of Strategic Thinking. At GlobalEdg. LLC, Paul accelerates the development of leaders and organizations that require them to create and lead high performing cultures. With over 30 years of experience in the public Continue reading

Pressure Test Your Brand – Put It On Paper First

If you can’t synthesize it, if you can’t put it down on paper, it’s really difficult to go forward. You save yourself a lot of money by the struggle of putting it down on paper.-jd Carolina:   Absolutely. They say that strategy is sacrificed, and you will be surprised when I Continue reading