Managing Customer Value
The simplicity of a few of the older systems thinking tools, mostly from Daniel H. Kim (Introduction to Systems Thinking) and Robert Fritz (Path of Least Resistance), keep creeping into my practice and explanations. The Hierarchy of Choices is one particular example. I encourage sales people to use it as a tool for better understanding Read More …
When a customer does not buy we often wonder why. We do not understand why they don’t want to improve or save money. Most of it, of course, is centered around lack of motivation or having that burning imperative. One of my favorite books on change is Change Anything: The New Science of Personal Success. Read More …
There has been much discussion on our shifting perspective in sales and marketing most noticeably from outbound to inbound. It has required a different perspective. In the advent of the platform-creation. it has created another style of engagement. It requires us stop thinking of maybe that one to one marketing and more to what the group Read More …
Download a PDF of the Host A3 Yesterday, I wrote about The Solutions Focus: Making Coaching and Change SIMPLE by Paul Z Jackson and Mark McKergow in the blog post, Toyota Kata a Solution-Focused Approach? I actually found Solution Focus from reading McKergow latest book, Host: Six New Roles of Engagement. In the book, the author uses Read More …
Tim Sanders has spent most of his career on the cutting edge of innovation and change. He was on the ground floor of the quality movement, the launch of the mobile phone industry and, most notably, the birth of the world wide web. He was an early stage member of Mark Cuban and Todd Wagner’s broadcast.com, Read More …
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 …