Managing Customer Value
What I like about the CAP Do process is that it starts by comparing the actual work or our standard. Without doing this often, we may change just for the sake of changing, not knowing the appropriate reasons for changing. Adding C. Otto Scharmer’s work that he captured in the book, Theory U: Leading from the Read More …
In past blogs, I discuss using CAPD (Check – Act – Plan – Do) or CAP- Do as the beginning cycle for Lean Sales and Marketing. It was term popularized by many that were directly influenced by Dr. Deming, such as Brian Joiner and Yoji Akao. Even with the direct influence of those three I Read More …
The ability to handle a conversation in the sales process may be the single most important attribute a salesperson can have. We have all seen it, where that exceptional sales person time after time outperforms everyone else. We may make excuses but deep down, most of us know, that Rainmaker, that Closer, gets the job Read More …
Distinguished Visiting Professor David Cooperrider talks about Appreciative Inquiry and the power of strength-based leadership. The Appreciative Inquiry (AI) movement offers an approach to organizational change based on the possibility of a more desirable future, experience with the whole system, and activities that signal "something different is happening this time." That difference systematically taps the Read More …
Every marketer and gamer should watch this! Joe Pine seeks to do nothing less than redefine our known universe — a bold goal which manifested itself in The Multiverse, a 3D framework he created. By examining the fields created at the intersection of three axes (space/no space, time/no time, and matter/no matter), Joe introduces us Read More …
Essential concepts in the new way of thinking about marketing is that customers are always co-creators of value. It’s the way that the customer sees value, whether it’s in the physical good, or if it’s in a service or a combination of both of those and if they don’t see a benefit to them they’re Read More …