Managing Customer Value
Most of them know how to solve their problems. Most of the time a salesperson is not invited to the table till 60% of the decision process is already completed. If you are there to tell the customer that 1 + 1 = 2, you are there responding to a request for a proposal and Read More …
In last week’s podcast with Linda we dove into the topic of insights. How she phrases it may lead you to re-think the way you train your sales people. Entire Transcription with Podcast Link: The New Sales Conversation with Linda Richardson Joe Dager: The Lean world is predominantly on the operational side where we think Read More …
When you start creating a Future State Map it is wise to step back and take a more empirical view of the process looking for major outputs or changes in skill requirements. Dividing the Value Stream Map in this fashion allows you develop chunks or groupings,. This allows the divided Value Stream to be scrutinized Read More …
Next week’s podcast is with Nir Eyal, author of the book Hooked: A Guide to Building Habit-Forming Products. In the podcast, we discuss BJ Fogg’s work at Stanford on Behavior. This is a great introduction to how to create daily habits. How would you change your habits around Customer Engagement? How could you help create Read More …
Anyone that has ever worked with me for more than an hour or so has seen me address customer behaviors and understanding what makes them tick. As I like to say, we must understand the people at the table. The tool that I typically use for this discussion is Bain’s RAPIDTM framework example. RAPID is 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 …