Managing Customer Value
He was doing several of these every year, 4-day sessions, and he had just lost his personal assistant, or I should say scared him off. Knuth thought that would be a wonderful thing for me to do for awhile, so I spent a little bit of time carrying his bags. An excerpt from next week’s Read More …
I’ve been there when it’s been ‘no decision’ and I’ve been on both sides. I think we all have. When I first look back, if I’m the sales guy, my first inclination is did I really do something wrong, or I didn’t really sell the product that I needed to sell. I didn’t point out Read More …
If there’s positive buzz AND we offer hope AND an enabling environment AND a sticky solution AND expanded comfort zones AND the right inviter This is the shorthand version of a change effort that Les Robinson depicts in the book, Changeology: How to Enable Groups, Communities, and Societies to Do Things They’ve Never Done Before. In the Read More …
Bob Apollo is the founder and principal consultant behind Inflexion-Point Strategy Partners, one of the UK’s leading B2B sales and marketing performance improvement specialists. Bob works with promising early stage companies to help them “Cross the Chasm” from early adopters to mainstream markets, and with established organisations to refocus their sales and marketing activities and Read More …
In most of my presentations, I start at the very beginning by addressing the fact that for close to a decade now I have been presenting on the subject of using Lean in Sales and Marketing. Along the way, I have seen the gradual diminishing of Six Sigma influence and the rise of the Lean Read More …
In one of my favorite sales books, yes – I treat this as a sales book, The Adaptive School: A Sourcebook for Developing Collaborative Groups, discusses how to place inquiry at the center of effective change. For sales people, this is a topic that should resonate with you. The latest research and one of the Read More …