I have started to use this term more and more as time goes on. It is a term that I learned from the Outcome based thinking crowd that defines Boundary Partners as anyone that the project influences. I like to bring it a little closer to home and define it is anyone that will assist Read More …
Annette Simmons wrote the book, The Story Factor (2nd Revised Edition), and a hidden gem, Territorial Games. The Story Factor became a classic when 800-CEO-READ named it in their book as one of The 100 Best Business Books of All Time (Penguin, 2009). Annette is the founder of Group Process Consulting. One of the gems Read More …
Everyone is told to tell stories. In sales and marketing area, we are told that to have people listen to us and remember what we say, frame it in a story. But it doesn’t seem that a lot of people ever get any training in stories or how to construct good stories. I asked next Read More …
I have not gone all in on Customer Journey Mapping and Customer/User/Buyer Personas because the vast majority are created without the Customer/User involvement. Though they may be the “best” we can do, I feel we often stereotype our customer/users into what we want them to be versus who they are. In lieu of this, I Read More …
The Challenger Sale author Matt Dixon, is my guest next week on the Business901 Podcast, and though I could not resist talking about The Challenger Sale: Taking Control of the Customer Conversation, the discussion eventually got around to his new book The Effortless Experience: Conquering the New Battleground for Customer Loyalty. I like to think Read More …
Every time you go to sell something, you try to influence someone. Often times, you are trying to influence someone to think like you do. And even more often, you are trying to get an organization to think like you or think like your organization thinks. Such an Easy Job Every organization has its own Read More …