Managing Customer Value
Using The Systematic Process of The Different Levels of Perspective in Sales Engagements All five levels are even important to address in most selling situations. Of course, sales live in an event—orientated world, and most of our efforts will be directed in that area. The highest leverage action we can take is determined by the Read More …
Sales and marketing can no longer operate in a vacuum. It has become a process output that intertwines across many of the departments within the organization. As companies have become flat, their decision making is increasingly being done by committee. As a supplier, you must mimic your customer decision-making path and as a result your Read More …
Marketing with PDCA is about managing a value stream using PDCA (Plan-Do-Check-Act). Using the new SALES PDCA Framework throughout the marketing cycle will provide constant feedback from customers, and can only occur if they are part of the process. It is about creating value in your marketing that a customer needs to enable him to Read More …
The Dynamic, Collaborative Management Model That Saved a U.S. Manufacturing City SECOND SHIFT: The Inside Story of the Keep GM Movement (McGraw-Hill; August 2016; HC, $30.00;) details the complexities of an automotive industry rapidly transforming due to external economic and market forces; a community reliant upon a local manufacturing facility scheduled to be added to Read More …
I have spent the last several days searching for a YouTube video, information that discusses the feedback loops that are contained in this drawing of the OODA Loop: It seems when most people discuss OODA, they spend most of their time talking about Observe-Orient-Decide-Act. Often they compare the process to PDCA which I disagree with Read More …
Dan Roam has a unique way of developing a storyline and in fact, one of the most practical. Dan Roam is the author of the international bestseller, The Back of the Napkin (Expanded Edition): Solving Problems and Selling Ideas with Pictures, the most popular visual-thinking business book of all time. You could credit Dan as putting the Read More …