Managing Customer Value
Great strategic conversations generate breakthrough insights by combining the best ideas of people with different backgrounds and perspectives. They lift participants above the fray of daily concerns and narrow self-interest, reconnecting them to their greater, collective purpose. And they create deep, lasting impacts that propel organizations forward. Drawing on decades of experience as innovation strategists, Read More …
Dave Malouf, @daveixd, is currently the Manager of Product Design at Rackspace, the open hosting company (RAX). They are responsible for all the administrative control panels for our Infrastructure as a Service, Management as a Service, Platform as a Service, and Networks as a Service system. Dave has been working primarily in Internet front-end design Read More …
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 …
We often struggle to see views different than ours. Though we may make the effort, we keep coming back to our viewpoint to frame the correct answer. In sales, it is even more difficult because we are trying to have the person/organization to see our side, but also to resolve the problem by purchasing a Read More …
I have found talking to little or too much are both ineffective ways to proceed in a sales conversation. When we discuss a Lean Sales Person, many people think of this problem solving person that is out finding the root cause and how their product/service could benefit the customer. I have expressed my views on Read More …