Managing Customer Value
Recently, in a sales session, we introduced the idea of having a sales team construct a sales story of their last major sale. We went from how the customer’s organization became aware of the product through how marketing, inside support to include engineering and of course sales participated. Most of us would relate it to Read More …
What people forget about Lean is that it is the change agent for an organization. This is what attracted me to apply it in the sales and marketing arena. When we sell a product to a customer, we are often asking them to change their behavior or the way they do things. Most of us Read More …
Processes are good, right? They capture what we do well, and allow average people to do better. The argument may be that they prevent exceptional people from being exceptional but we are looking to be an exceptional organization. There are few disciplines that has seen more failed efforts to create a process than the sales Read More …
Every time you go to sell something, you try to influence someone. Often times, you are trying to influence someone to think like you do. And even more often, you are trying to get an organization to think like you or think like your organization thinks. Such an Easy Job Every organization has its own Read More …
Next week’s podcast is a two-part series with Adam Zak, founder and CEO of Adam Zak Executive Search. He is an accomplished senior executive with more than 25 years of experience spanning the areas of management, consulting, financial and operations management and talent acquisition. He co-authored the book, Simple Excellence: Organizing and Aligning the Management Read More …
If your mindset moves along the Service Dominant Logic thinking path that value is co-created through use, we can view value from three points; Functional, Social, Emotional. Functional (Know): This is the practical side where we help solve problems, resolve issues, get projects done and accomplish tasks. Emotional (Feel): We make people feel better and Read More …