Managing Customer Value
Last week I had the pleasure of interviewing Dan Roam, the author of the international bestseller, The Back of the Napkin (Expanded Edition): Solving Problems and Selling Ideas with Pictures, the most popular visual-thinking business book of all time. You could credit Dan as putting the idea of drawing and visual thinking on every business’s napkin (table) Read More …
Some of my best discussions get cut from a podcast. They are just out of sync with the theme, too loosely constructed or the podcast was just way too long. This was a conversation that I had before the podcast started with John Latham of the Organization Design Studio. Joe: People think of raising the Read More …
And you may want to consider this metaphor from a sales perspective. In the book, Host: Six New Roles of Engagement, author Mark McKergow used this metaphor as a way to engage with other members of teams, organizations, communities, and movements. I read it from the perspective of a sales and marketing person, I felt it added Read More …
In the book, Host: Six New Roles of Engagement, author Mark McKergow used this metaphor as a way to engage with other members of teams, organizations, communities, and movements. I read it from the perspective of a sales and marketing person, I felt it added great lessons about when to and when not to engage Read More …
I think that’s a great comment and one of the things you mentioned. Every workshop that I’ve ever put on the sales people, I can always pick out the sales people because they were the ones on their smartphones with their head down, typing to somebody. Sales guys were always busy in a workshop. How Read More …
I’ve been there when it’s been ‘no decision’ and I’ve been on both sides. I think we all have. When I first look back, if I’m the sales guy, my first inclination is did I really do something wrong, or I didn’t really sell the product that I needed to sell. I didn’t point out Read More …