Managing Customer Value
Opportunity with a customer/prospect can often be narrowed down to just two concepts: How important is the problem worth solving and How satisfied they are with present solution. Tony Ulwick of Strategyn discusses this a great deal in his concept of JTBD or Jobs-to-be-done. I often draw the Opportunity matrix on a wall and start Read More …
There is always an opportunity. However, there is not a step by step method. Innovators, Start-Ups, and even Scaling Businesses look for that formula and try to think of an effective and efficient way to go about it. The problem that exists is that most opportunities are not created they are discovered. You have to Read More …
Last week, I discussed My Current 7 Step Marketing Outline which lays out the outline for what I would call The Funnel of Opportunity. As I said in that post: In most sales and marketing schemes we like to build what we call a Sales Funnel or Marketing Funnel. In the service world, we have Read More …
In most sales and marketing schemes we like to build what we call a Sales Funnel or Marketing Funnel. In the service world, we have learned to create customer journey maps. Both serve the purpose of trying to manipulate a customer through this selective path to arrive at the ultimate goal that WE DESIRE FOR Read More …
A classic study of sales calls made by Dartnell and McGraw Hill produced the following fascinating statistics: 1. 80% of all sales are made only after 5 or more contacts 2. 48% of all salespeople give up after the first contact 3. 25% give up after the 2nd contact 4. 17% give up after the Read More …