Managing Customer Value
Planning is important. Maybe even more is the ability to EXECUTE ACCORDING TO PLAN. This does not mean that plans are not adaptable, good ones are. This means though that when we are “in the moment,” we must believe in what we are doing and execute within our existing capabilities. Or in other words, Standard Read More …
When I use the SALES SDCA approach in Lean Marketing, I emphasize the use of sales and marketing teams. It is one of the underlying principles that are needed. A few basic team development structures need to be identified at the very beginning of the project. I discuss Leans around the three processes of SDCA, Read More …
When people hear the term “Map the Value Stream,” their thoughts often go to the Value Stream Mapping (VSM) Process. Value Stream Mapping as depicted in “Learning to See: Value Stream Mapping to Add Value and Eliminate MUDA is the accepted method throughout the United States. It is primarily oriented toward manufacturing. In recent times Read More …
Have you ever reviewed your sales people call notes? Don’t look at what they put into the CRM look at those raw notes they captured during the conversation, the raw footage. The importance of capturing information is so valuable, and one of the most underdeveloped traits that a salesperson or even many support staffs have. Read More …
One of my pet-peeves is this process thinking mentality that we can apply a tool like value-stream mapping and create a more efficient sales process, by getting rid of unnecessary steps and action. People are always looking for a template that they can follow and ZaZoom, sales increases. Though there is some truth that we Read More …
In discussing Goods Dominant Logic (Gd-Logic) versus Service-Dominant Logic (SD-Logic), I probably oversimplify the message when I use the comparison that GD-Logic focuses on the thought of value derived at the point of transaction and SD-Logic focuses on the thought of value derived at the point of use. I went into this thinking in a Read More …