Managing Customer Value
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 …
If you can’t synthesize it, if you can’t put it down on paper, it’s really difficult to go forward. You save yourself a lot of money by the struggle of putting it down on paper.-jd Carolina: Absolutely. They say that strategy is sacrificed, and you will be surprised when I do this work with entrepreneurs, Read More …
You expand on the use of questions, and that leading with the questions approach. That approach sounds good, but it’s not the easiest to do. I think it’s hard. You think it’s just going to be a natural process of asking those questions, but it’s extremely hard to do and especially I think when you Read More …
Robbie Kellman Baxter is a long-time advisor to some of the most popular membership-based businesses and author of the recent book, The Membership Economy: Find Your Super Users, Master the Forever Transaction, and Build Recurring Revenue. Membership surpasses subscriptions, sharing, and meshing – it’s about appealing to the human needs of a changing population. Download Read More …
Most of us recognize SDCA and PDCA as tenants of Lean Thinking. Standard Work (SDCA) creates a can-do attitude and frees up time for problem-solving. Applying Continuous Improvement (PDCA), allows you to “see” opportunities for improvement and leverages the resources in your environment. I like to use the term EDCA learned from Graham Hill to Read More …
Listening to the customer is giving the customer status and importance and sends the message that their opinion is worthwhile. If you take the time for customers to see problems for themselves and think through solutions, they will more than likely work with you in implementing and fixing the problems should they occur. It is Read More …