Managing Customer Value
Most sales opportunities are just not that obvious anymore that seems to be the job of automation, not sales. However, are we enabling salespeople to handle wicked problems? Are we training them in the areas of exploration, scenarios, emergence & sensemaking? Wicked Problems: https://en.wikipedia.org/wiki/Wicked_problem Cynefin Framework: https://cognitive-edge.com/
Using Lean Thinking in the fields of sales and marketing and to some extent, the more softer-feely approach of Toyota Kata seems very mechanical. I was reviewing a video from Solution Tree and enjoyed the terminology of the cycle of learning they used especially the word dissonance. It describes the area of tension that exists Read More …
A collection of sales and marketing, marketing research slides that I posted over the last few months on LinkedIn primarily. [slideshare id=128385726&doc=resources-190118125344]
We can’t solve problems by using the same kind of thinking we used when we created them. – Albert Einstein Many companies I work with simply do not understand their customers and to some extent, their core capabilities in the environment or eco-space their companies reside. When you understand your core customers, core capabilities it Read More …
The Funnel of Opportunity is my interpretation of successful marketing practices today. It is an idea about understanding spaces and eventually shaping them through a knowledge building process. Clusters and their edges attach as knowledge and experiences become relevant. This relevancy can be acquired through people, platforms, process or product/service. LinkedIn Articles Knowledge Vee: https://lnkd.in/eduEU9w Read More …
[arve url=”https://youtu.be/wCnbtp2eoss” /] This short video is one of an eleven-part series on Lean Marketing. You can watch the entire series in its entirety on YouTube at https://youtu.be/WLzCUThAQ18 or in short, approximately five-minute sections. The videos serve as an introduction in creating a Lean Marketing system. You can’t write and teach Lean Sales and Marketing. Read More …