Managing Customer Value
Most people can see and solve a problem, and certainly an organization can do that. What salespeople should try to discover are the patterns that are associated with the product/service that they provide. In Henry Cloud’s work,Boundaries: When to Say Yes, How to Say No to Take Control of Your Life, he discusses two types Read More …
Review this Slideshow and pay particular attention to the re-productive section. This is a description of incremental improvement or PDCA. I cannot over-emphasize the importance of the Check stage of PDCA or the feedback mechanism that you use in the iteration. James O. Coplein, author of the Lean Architecture: for Agile Software Development states, “A Read More …
Most of them know how to solve their problems. Most of the time a salesperson is not invited to the table till 60% of the decision process is already completed. If you are there to tell the customer that 1 + 1 = 2, you are there responding to a request for a proposal and Read More …
David Kasprzak, of the popular blog, My Flexible Pencil discussed ROWE in the Business901 podcast this week. ROWE is a concept developed by Jody Thompson and Cali Ressler, co-authors of the book, Why Work Sucks and How to Fix It: The Results-Only Revolution. ROWE stands for Results-Only Work Environment. It is a revolutionary new way Read More …
In next weeks podcast, I have David Kasprzak, of the popular blog, My Flexible Pencil discussing ROWE a concept developed by Jody Thompson and published in her book, Why Work Sucks and How to Fix It: The Results-Only Revolution. An excerpt from the podcast: Joe: That’s a very interesting point, because that’s what always frustrates Read More …