Managing Customer Value
Why do we continue to get undesirable outcomes? Have you ever looked at your sales and marketing from a system perspective? To most this simple diagram looks complex. However, it is high-level and can be broken down into numerous subsets. You may notice the typical Google Acquisition block at its core which is very dynamic Read More …
We can’t solve problems by using the same kind of thinking we used when we created them. – Albert Einstein Many companies I work with simply do not understand their customers and to some extent, their core capabilities in the environment or eco-space their companies reside. When you understand your core customers, core capabilities it Read More …
The need for salespeople to be better positioned in the customer’s mind is imperative. You get appointments not only because of your company’s brand but also your salesperson’s position within the industry. Always be closing may not even be in the sales lexicon of today. Sales is taking a differ posture for success, and I think Read More …
Many of us will make a business case for our next marketing campaign (experiment), but few will take the time to create a prediction. A prediction enables us to identify the one or two things that really matter while providing both constraints and flexibility. In scientific terms, we call it a hypothesis. The dictionary definition of Read More …
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