Managing Customer Value
One of the mistakes, I think, that sales people have is thinking that they have to have answers. My thought is that I would rather have a salesperson that pulls my organization into the unknown. If that happens, we are asking the right questions. Mario Andretti: “If everything’s under control, you’re going to slow.” You Read More …
The Trust Equation Trustworthiness = (Credibility + Reliability + Intimacy) / Self-Orientation The above equation was a central part of a discussion with Charles Green, author of a series of books that have long been a favorite of mine. I own all of them and even have one in both print and audio. These books Read More …
Next week’s Business901 podcast is with Charles Green, author of a series of books that have long been a favorite of mine. I own all of them and even have one in both print and audio. These books seem to be timeless and never more on point than the present. Charles Book’s: Trust-Based Selling: Using Read More …
Before Personal Kanban was published, I had Jim Benson on the podcast talking about team work. During the podcast I asked, “I noticed, on your website, where you talk about if you optimize your team and not your people, you’re not really optimized. I really like that statement. We all realize we have to make the Read More …
I always use a terminology that you need to be playing in the customer’s playground. What I mean by that is that you or your organization need to be participating in the activities where your customers are participating. That point of use or where they are trying to get their job done. I asked Joe Read More …
The last few weeks I have been writing a post a week on how my marketing has transformed over the past several years. I started with, 7 Simple Steps to Improve Your Marketing and followed up with Revisiting the 7 Steps to Improve Your Marketing. Today, I will visit what I might call my current Read More …