Managing Customer Value
“You don’t have to be a customer to be important. But, from a systemic point of view, each is a supplier, not a customer. The systems do not exist to serve their needs. Their role is to help systems serve the needs of the customers. When suppliers start seeing themselves as customers, the needs of Read More …
You are either Selling or Marketing, that’s it! Why have we complicated all this with Customer Experience, Customer Relationship, Customer Development, Sales Management, Marketing Funnels and Sales Funnels? Or whatever your choice or flavor of the month you have. Few of us even do a good job of attempting to mirror the customer decision process Read More …
A few days ago, Joel Standwood posed this question on the Lean Edge. Why has the Lean movement largely failed to capture the imagination of the sales team? The Lean Edge is where invited Lean Experts are posed a question and respond with advice about it. I am thrilled to see Lean Sales and Marketing Read More …
Designing your Value Proposition Lean 3Ps of Marketing: Purposes, Practices and People The Competing Values Framework is used to organize an approach to leadership and management development. An excerpt from a paper (download the entire paper) by the author of Competing Values Leadership: Creating Value in Organizations (New Horizons in Management). These dimensions form four Read More …
Lean Sales and Marketing is just not another extension of Lean into another area of business. if you think that way, you will be marred into product dominant thinking. You must recognize Lean as the pathway into Service Dominant Logic Thinking (Vargo and Lusch (2006)). Lean is used as the vehicle to deliver effective and Read More …
Yesterday, I discussed why we must concentrate on the quality of the leads versus automation and increasing input (Lean Sales and Marketing approach to Productivity). Many organizations choose to spend most of their time and dollars on increasing the input, creating more opportunities more fresh bodies, instead of looking at their work in process. I Read More …