Who are your most influential people on a particular subject? I started thinking of this after interviewing Don Reinertsen Tuesday’s Podcast, on the subject of Flow. In my mind, the founding father on this subject was Mihaly Csikszentmihalyi (notice in the middle of his last name the word ZEN). I can remember first reading his Read More …
Most companies when considering the value they offer to the marketplace only consider the value that their customers or buyers receive. Your company‘s value proposition is actually a two part function. One, is how buyers evaluate your product/service and two, how non-buyers evaluate your product/service offering. If you lack the understanding of how non-buyers rate Read More …
In my Microsoft Newsletter this week, I received the following enticement: Find, Keep, and Grow Customer Relationships with Microsoft Dynamics CRM Online. Start Your 30-Day Free Trial Today! Today, businesses are asked to do more with less. Microsoft Dynamics CRM Online delivers exceptional value because it combines your everyday Microsoft Office applications with powerful CRM Read More …
I have always been a big fan of The Discipline of Market Leaders: Choose Your Customers, Narrow Your Focus, Dominate Your Market by Treacy and Wiersma. I have seen little in other writings the past 15 years to displace their value discipline model which basically states that you must decide on which one of their Read More …
I advocate the use of the value stream map to outline your customer’s buying process and to vividly demonstrate how your marketing efforts mimic that process. Consider the map as a tool designed to highlight activities. The current state serves as a guideline to communicate the opportunities so they may be prioritized and then acted Read More …
If you follow my blog you know what a fan I am of SPIN Selling and Neal Rackham. Though I feel the book is getting somewhat dated, Rackham is still offering great advice. Understanding your Value Proposition from your customers perspective may be the most important strategic advantage you can have as a company. Related Read More …