Managing Customer Value
One of my favorite books last year was The Challenger Sale: Taking Control of the Customer Conversation. The authors summed up much of what I have been trying to say for the past several years in a much more compelling and concise way than I ever could. I encourage you to read the book. I Read More …
Jeffrey G. Soper, Ph.D., Executive Director of the International Strategic Business Partner Institute, and the creator of Problem Solving LeadershipTM and the C.L.I.C.KTM Process will be presenting at the The ASQ Charlotte Section Annual Conference 2013, Quality Conference of the Carolinas. The conference is held at UNC Charlotte Center City and is a one-day event Read More …
In our Sales and Marketing efforts we typically try to systemize the process so that we can become effective and efficient in our efforts. We build sales and marketing funnels to accomplish this. In Design, we create customer journey maps and service blueprints to improve the customer experience. Both types of efforts though well intended, Read More …
When I first started working years ago there seem to be a fairly prescriptive way of doing things. In sales: We used Rackman’s SPIN Selling techniques and of course, we did this with the decision maker. In Marketing: We looked at three different lead generation techniques – Public Relations, Advertising and Referrals. In operations: We 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 …
All good problem solvers have that innate ability to problem solve? Or do they? Short discussion with a sales pitch to use the Lean A3 thinking tool?