Managing Customer Value
Most people can see and solve a problem, and certainly an organization can do that. What salespeople should try to discover are the patterns that are associated with the product/service that they provide. In Henry Cloud’s work,Boundaries: When to Say Yes, How to Say No to Take Control of Your Life, he discusses two types Read More …
Dealstorming” is Tim Sanders’s term for a structured, scalable, repeatable process that can break through any sales deadlock. He calls it “a Swiss Army knife for today’s toughest sales challenges.” Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenges drives sales innovation by combining the wisdom and creativity of everyone who has a stake in the sale. About Read More …
He was doing several of these every year, 4-day sessions, and he had just lost his personal assistant, or I should say scared him off. Knuth thought that would be a wonderful thing for me to do for awhile, so I spent a little bit of time carrying his bags. An excerpt from next week’s Read More …
Dave MacNeel of On Point Lean Consulting: Lean Construction was my guest this week on the podcast. On Point Lean Consulting provides on-site Lean Construction coaching and training for owners, builders, and designers looking to improve the delivery of capital projects. Dave has a few great stories as he went from project management, introducing Lean into a construction company Read More …
Drinking a little Service Dominant Logic (SD-Logic) juice, I feel that the value the majority of organizations offer centers on the use of our products and services. The actual value a customer derives from our product or service. Few of us would argue, but most of us continue to focus on the function of our Read More …
Related Podcasts: Bustamante on Agile Communities, 1 of 2 and Bustamante on Agile Communities, 2 of 2 An activist in the Agile Communities, Alan Bustamante plays a leadership role within Agile Cincinnati; as well as, speaking at conferences and professional groups across the planet. Xcelerate Partners is a technology consulting firm focused on helping organizations rapidly deliver high-quality software products Read More …