Managing Customer Value
Start Small, Iterate a lot, Scale – that’s the advice from Peter Sims, the author of the new book Little Bets: How Breakthrough Ideas Emerge from Small Discoveries. When reading the book, you can’t help but think about Eric Ries of The Lean Startup fame. Eric characterizes his Little Bets with the description of the Read More …
When I start talking about speeding up the sales cycle the initial reaction is that the sales cycle is controlled by the customer and there is just not much we can do about that. I usually counter with, most companies understand that there is an average sales cycle time and if we just agree that Read More …
The fundamental goals of your sales cycle should be one of discovery, learning and adaptability with a shared responsibility for a successful outcome. That implies that it is all about engaging both organizations into effective problem solving and learning. In applying this, think of the sales cycle in terms of a series of iterative loops Read More …
Lean technology has now evolved from the manufacturing floor to the whole enterprise. Many companies have found real value in applying the fundamental concepts of Lean throughout the organization. The lean concepts of Kaizen, PDCA and the tools such as Pareto Charts, 5 Why’s and even Poka Yoke are commonplace. As a result of discussing Read More …
Lean technology has now evolved from the manufacturing floor to the whole enterprise. Many companies have found real value in applying the fundamental concepts of Lean throughout the organization. The lean concepts of Kaizen, PDCA and the tools such as Pareto Charts, 5 Why’s and even Poka Yoke are commonplace. As a result of discussing Read More …
Lean technology has now evolved from the manufacturing floor to the whole enterprise. Many companies have found real value in applying the fundamental concepts of Lean throughout the organization. The lean concepts of Kaizen, PDCA and the tools such as Pareto Charts, 5 Why’s and even Poka Yoke are commonplace. As a result of discussing Read More …