thru Adaptive Marketing Practices
Linda Richardson new book,Changing the Sales Conversation: Connect, Collaborate, and Close is one of the few sales books that I have read that puts an emphasis from a Service Dominant Perspective (SD-Logic) versus selling from a Good Dominant Logic (GD-Logic) position. It is the new sales conversation that had to happen. Linda is the Founder Read More …
You can have a bunch of smart people surrounded by a great product or service and still fail if the conversation flounders. Seldom is it a smooth road along most paths and the path is often filled with tension, conflict, and even positive things can result in misunderstandings. Craig Weber wrote a book this past Read More …
Pricing is more than just an issue of margin and production costs, but rather a complex set of contextually factors best defined as an outcome. In the podcast, we discussed the outcome of four contextual factors: Situation, Objectives, Perception and Capabilities. Rob Doctors,author of the book Contextual Pricing: The Death of List Price and the Read More …
Recently, in a sales session, we introduced the idea of having a sales team construct a sales story of their last major sale. We went from how the customer’s organization became aware of the product through how marketing, inside support to include engineering and of course sales participated. Most of us would relate it to Read More …
An excerpt from the book, CAP-Do: We now live in a world of excess supply and Leaders get hired to grow revenue. For the past 20 years, Lean has been sold from a perspective that faster, better, cheaper wins in the marketplace. It puts a high degree of value product/goods dominant logic (GD-Logic) thinking. Lean Read More …
I introduced the SALES PDCA framework in the book, Marketing with PDCA. It is nothing more than a standard PDCA cycle except the SALES part of the framework is where the team gets its directions and coaching from the team coordinator and value stream manager. Within the actual PDCA stage, the team is empowered to make Read More …