Managing Customer Value
There has been much discussion on our shifting perspective in sales and marketing most noticeably from outbound to inbound. It has required a different perspective. In the advent of the platform-creation. it has created another style of engagement. It requires us stop thinking of maybe that one to one marketing and more to what the group Read More …
Download a PDF of the Host A3 Yesterday, I wrote about The Solutions Focus: Making Coaching and Change SIMPLE by Paul Z Jackson and Mark McKergow in the blog post, Toyota Kata a Solution-Focused Approach? I actually found Solution Focus from reading McKergow latest book, Host: Six New Roles of Engagement. In the book, the author uses Read More …
Dealstorming is a problem-solving technique that Tim Sanders developed over the last fifteen years into a repeatable, cyclical process that has evolved to include the following seven steps: qualify, organize, prepare, convene, execute, analyze, and report. His book, Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenges goes much deeper into each of these steps. Read More …
Tim Sanders has spent most of his career on the cutting edge of innovation and change. He was on the ground floor of the quality movement, the launch of the mobile phone industry and, most notably, the birth of the world wide web. He was an early stage member of Mark Cuban and Todd Wagner’s broadcast.com, Read More …
Most people can see and solve a problem, and certainly an organization can do that. What salespeople should try to discover are the patterns that are associated with the product/service that they provide. In Henry Cloud’s work,Boundaries: When to Say Yes, How to Say No to Take Control of Your Life, he discusses two types Read More …
Dealstorming” is Tim Sanders’s term for a structured, scalable, repeatable process that can break through any sales deadlock. He calls it “a Swiss Army knife for today’s toughest sales challenges.” Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenges drives sales innovation by combining the wisdom and creativity of everyone who has a stake in the sale. About Read More …