Managing Customer Value
I wrote several blog posts early this week, Empathy is the Fundamental Principle of Understanding. and Hi-Octane Innovation for your Brain that discussed several uses of meditation. I said in one blog post: Few of us will argue over the power of meditation. It can prove beneficial by providing us clear thought and more energy. Read More …
In my Lean Sales and Marketing work, I have become quite intrigued with the CAP-Do Cycle and Scenario Thinking. You can find out more information on the Lean Sales Method page and Planning with Scenarios. Both of these methods have taken traditional Lean thinking, and we might say turned it on its head. Instead of Read More …
Show a little respect for your customers and don’t use value stream mapping in the sales process. The problem is mapping becomes a prediction of what someone might do. We typically take that “prediction” and that “might” and turn them into a guide and should do. We end up trying to manage our customer through Read More …
Lean Sales Methods allow us to start adapting and understanding our customer needs during the sales learning cycles. We no longer can think about control and manipulation that occurs in the traditional sales funnel. Our focus has been backwards when we have tried to improve sales from the inside-out. We must learn to focus our Read More …
A Lean Sales Method There has been a resurgence or maybe recognition of the use of the OODA Loop as a basis for much of the current ideas surrounding Iterations, Rapid Development Cycles and Decision Making. What makes the OODA Loop such a popular subject? When we first think of the OODA Loop, we think Read More …
I have found talking to little or too much are both ineffective ways to proceed in a sales conversation. When we discuss a Lean Sales Person, many people think of this problem solving person that is out finding the root cause and how their product/service could benefit the customer. I have expressed my views on Read More …