Most of us already have our goals in placed to increase business by 5 or 10 percent or maybe if you are a young company you might be doubling or tripling sales this year. We have Created our Lean Scale-Up Budget, and now all we have to do is manage the plan or if that Read More …
If your mindset moves along the Service Dominant Logic thinking path that value is co-created through use, we can view value from three points; Functional, Social, Emotional. Functional (Know): This is the practical side where we help solve problems, resolve issues, get projects done and accomplish tasks. Emotional (Feel): We make people feel better and Read More …
This is not a Marketing Funnel We are in love with our mapping processes from Value Stream Mapping, Process Mapping and Customer Journey Mapping. My problem with most mapping processes is that we are making a prediction about how our customer is going to act. After we make this prediction, we determine the reactionary steps Read More …
The Knowledge Vee by Gowin offers a unique perspective for Lean People trying to apply Lean to Sales and Marketing. Most of us relate PDCA to the typical manufacturing analogies such as cycle time and waste reduction. The Knowledge Vee, I have found to be useful in transferring the knowledge-creation activities or thoughts to PDCA. Read More …
I have been practicing more and more lately with the use of the Knowledge Vee, a creation of Bob Gowin’s and later shared in a book with Joseph Novak. In creating a Knowledge Vee (see post, If We Build Collaborative Funnels, We get Collaborative Customers), you start out by asking a Focus Question. The Focus Read More …
Educating our customers we often believe is the path for sales success. We rely on that old Henry Ford saying, “’If I had asked people what they wanted, they would have said faster horses”, that puts us in the teacher position, a feeling of superiority and control. It leads us down that path of manipulation Read More …