Managing Customer Value
Dan Roam describes the BLAH-BLAHMETER, his custom-made bulls**t detector. From Dan’s book,Blah Blah Blah: What To Do When Words Don’t Work Did your last sales call pass the test? Lean Sales and Marketing: Learn about using CAP-Do Special Marketing with Lean Book and Program offers on Facebook
‘What gets us into trouble is not what we don’t know. It’s what we know for sure that just ain’t so.’ – Mark Twain I think this famous quote by Mark Twain sums up my feelings about marketing funnels, sales funnels and pipelines and in whatever direction we may want to flip them. We don’t Read More …
When I started writing my blog post yesterday, Lean Offers a Variety of Choices to drive a Nail, it was actually meant to be this one. I somehow, which is not difficult for me, wandered off on a completely different thought process. My initial conversation was directed at the similarities between Outcome-Based Mapping and how 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 …
I have a section in my office that I call the dirty book shelf. It is where books reside that have been marked up, highlighted, dog-eared and pretty much defaced. Most of them by now have a mind map that I have created. It was not till several months ago that I actually finally created Read More …
They simply don’t exist. I see people building Persona after Persona targeting that Ideal Customer. The problem that exists is that ideal customers are few and far between. In a recent blog post, A Persona Board deserves a Place at the Table, I described creating User Personas from your existing customers and then grouping them Read More …