Managing Customer Value
Jeff Sussna founder of Ingineering.IT, facilitates Adaptive IT through teaching, coaching, and strategic design. He is the author of a new book Designing Delivery: Rethinking IT in the Digital Service Economy. The book and our conversation covers a lot of ground. If you are not familiar with a few of these terms, Jeff gives one Read More …
A value proposition describes the value that your products/services offer those who purchase them. It states the compelling reason people buy from us. The stronger we make the proposition through quantifying it during the sales process the more likely we will get the sale. The statement(s) can be governed by Social, Emotional or Functional values. Read More …
I have discontinued the Business901 Podcast and will be uploading the MP4s as time permits. Many of the podcast are transcribed and can be found on Issuu: https://issuu.com/business901 At the end of August, I will not update the present Business901 Podcast Android App in the Google Play Store and take it down. I have decided Read More …
How much slack is enough, and where does that start becoming wasteful? We talk about Lean and do it as individual but we need slack. It’s hard to get your arms around it. -jd Dan Markovitz: If you think about Taiichi Ohno, the first thing he had anyone do was stand in a circle, right, Read More …
Next Week’s podcast guest, Jeff Sussna founder of Ingineering.IT, facilitates Adaptive IT through teaching, coaching, and strategic design. He is the author of a new book Designing Delivery: Rethinking IT in the Digital Service Economy. An excerpt from the podcast: Joe: It’s really kind of a digital service type of atmosphere that you create. I Read More …
Are you delivering knowledge to your customer in each and every step of the sales process? Do you have SMART Goals outlined to follow and assist your customer in making the decision he invited you to assist with? When we model the sales activity, we get into very specific kinds of interactions that are critical Read More …