Educating our customers we often believe is the path for sales success. We rely on that old Henry Ford saying, “’If I had asked people what they wanted, they would have said faster horses”, that puts us in the teacher position, a feeling of superiority and control. It leads us down that path of manipulation Read More …
In the Sales and Marketing world, we are judged by few other things more than our ability to influence others. We not only have to influence customers, often we have to influence our organizations to respond to the needs of those darn customers. There are more books written about influencing than anything else in sales. Read More …
In the Outcome-Based Mapping approach, we view the outcomes as the central part of our theme. We recognize that a change of behavior must occur for us to achieve our goals or make the desired impact that wish to obtain. In traditional sales and marketing we can develop the simplest of all marketing funnels based Read More …
Are you plugged into your customer? When we look at continuous improvement efforts, we determine what we need to change to create a better process. We emphasize the change needed. Certainly there is a degree of “Check” in our hypothesis and experiments but seldom is that the emphasis of our work. Often, we concentrate on Read More …
I use to believe that marketing funnels, value stream maps, process mapping and to some extent customer journey maps would work in present day sales and marketing processes (Value Stream Mapping should be left on the Shop Floor). I am not saying they won’t, but I have taken a completely different approach over the past Read More …
In reading Gary Klein’s latest book, Seeing What Others Don’t: The Remarkable Ways We Gain Insights, he discusses a story based on a method called positive psychology. In a nut shell, it says that the therapist would try to make a depressed person less miserable by eliminating their misery. The problem was that when you Read More …