Managing Customer Value
The Sales and Marketing Funnel is a theory that needs to be laid to rest. A linear approach to predict, plan, and proceed is a precarious way to advance. This approach prematurely foresees a solution for the customer without ever understanding their problem. And if you consider addressing the application of social media, it does Read More …
After reviewing the new edition of Juran’s Quality Handbook: The Complete Guide to Performance Excellence 6/e, I wondered why companies hold the entire company to such a high quality standard but leave Sales and Marketing off the hook. Technological measures of quality has existed on shop floors for many years, but measures of quality have Read More …
The sales and marketing structure has drastically changed. The typical structure still used by many is when competition was not as great and technology was not the force that it is today. Most of the time sales and marketing sold solutions without every defining the customers problem. The typical sales forecast was derived on increasing Read More …
Professor Ikujiro Nonaka in the book, The Knowledge-Creating Company: How Japanese Companies Create the Dynamics of Innovation proposed that organizational knowledge is created through a cycle of continuous social interaction of tacit and explicit knowledge involving four modes of knowledge conversion: Socialization, Externalization, Combination and Internalization. The cycle is a spiral one as each pass Read More …
Francois Gossieaux, co-author of The Hyper-Social Organization: Eclipse Your Competition by Leveraging Social Media was stopped in the hallway for this quick interview and discussed customer service as being the only true differentiator left, unless your Apple! Francois happens to be an upcoming guest on the Business901 Podcast. The book is an enjoyable read and Read More …
Sales and Marketing not only needs to improve but must improve their problem solving skills. The book, Marketing with A3 is the introduction needed. It enables sales and marketing to use the Lean tool of A3 as a template or structured approach for their strategies and tactics. It will also demonstrate meaningful and measurable results Read More …