Managing Customer Value
Triangulation is not only the world’s strongest geometric shape but I would argue the strongest sales and marketing concept that we can employ. In land surveying, two points do little besides determining a distance. That third point is what provides the relative position. In sales, the idea of seeking out the decision-maker and closing the Read More …
Technology is amazing. I have worked with primarily SaaS type companies over the past 5-years and amazed at the technology advancements and sophistication during this time. There seems to be no end to technology. Even adding to this is the amount of sophistication that has gone into the analytics and not only do we have Read More …
In a past podcast with Grant Leboff, Selling in the Digital World and author of Digital Selling: How to Use Social Media and the Web to Generate Leads and Sell More, we briefly touched upon today’s sales funnel. He reminded me that the original sales funnel and still the one in general use today was developed Read More …
John Latham creates flexible frameworks that facilitate the process of reimagining, redesigning, and transforming organizations. Some of the frameworks such as the Design Framework for Organization Architects™ emerged from practice and later tested and refined. Others emerged from research and further developed in practice such as the CEO research that led to the Leadership Framework for Organization Architects™. These two award-winning, Read More …
I am a big advocated of building your funnel from opportunity versus depletion. An excerpt from a previous Business901 blog post: Most marketing funnels concentrate on building linear step by step plans. They think of gathering a large group of prospects and narrowing them down through some type of funnel and toward a prospective customer. I Read More …
Anne Janzer is the author of Subscription Marketing: Strategies for Nurturing Customers in a World of Churn, which she wrote to help marketers managing the disruptions of the subscription economy. Excerpt from next week’s Business901 Podcast: Joe Dager: We all know it’s easier to maintain a customer than trying to obtain a new one. In Read More …