thru Adaptive Marketing Practices
What sets apart the The Challenger Sales Reps? Who so happen to be the most successful sales reps. In the book, The Challenger Sale: Taking Control of the Customer Conversation author Matt Dixon points out six attributes that showed them statistically significant in defining someone as a Challenger rep: Offers the customer unique perspectives Has Read More …
As many of you know, I am a big fan of Matt Dixon’s work, book, The Challenger Sale: Taking Control of the Customer Conversation. I had the pleasure interviewing Matt and split the interview into 2 parts. Last week, Need Customers, Create an Effortless Experience was about his latest book, The Effortless Experience and the Read More …
I am a big advocate of standard work, though I might have a different take on it which you can view in this post, Holacracy, Zappos and Standard Work. I always like to get other viewpoint on the subject and in a past podcast with one of my favorite Lean people, Drew Locher, I had Read More …
One of the true experts in the Lean Accounting world is Jim Huntzinger. He has over twenty years experience developing Lean enterprises through system design and development, implementation, and guiding organizations both strategically and tactically through the transformation process. He is Founder and President of Lean Frontiers. Entire Transcription and Podcast: Leading with Lean Accounting Read More …
An excerpt from my interview of Ross Maynard. Ross has worked as a coach and consultant with a wide range of British and European organizations for over 20 years. Entire Transcription and Podcast: Managing Value Streams in Lean Accounting Joe: I think it makes so much sense of building the organization from the value you Read More …
Is Selling a Team Sport? I think so, and so much so that I wrote the eBook, Lean Engagement Team. In the book, I concentrate on the development of a sales and marketing structure that can support customer engagement through out the organization. This structure will be self-organizing at times and provide for customer touch Read More …