Managing Customer Value
In last week’s podcast with Linda we dove into the topic of insights. How she phrases it may lead you to re-think the way you train your sales people. Entire Transcription with Podcast Link: The New Sales Conversation with Linda Richardson Joe Dager: The Lean world is predominantly on the operational side where we think Read More …
Processes are good, right? They capture what we do well, and allow average people to do better. The argument may be that they prevent exceptional people from being exceptional but we are looking to be an exceptional organization. There are few disciplines that has seen more failed efforts to create a process than the sales Read More …
The Process Communication Model (PCM) was developed by Dr. Taibi Kahler and Judy and Joe Pauley have been teaching and implementing this model for over twenty years. Their website for more information is Kahler Communication. The Six Personality Types of the Process Communication Model identified by Dr. Kahler are; Reactor, Workaholic, Persister, Dreamer, Rebel, and Read More …
Lean’s culture ties to PDCA or PDSA is exactly what limits Lean’s success in sales and marketing. I may even go out on a limb and say it will limit the success of the The Lean Startup’s Build-Measure-Learn methodology being applied effectively to sales and marketing. The reason is that these theories are based on Read More …
Theodore Panagacos, a former Management Consultant with Booz & Company in the podcast, Business Process Management more than an IT Function, gives an introduction to Business Process Management. Theodore recently authored the book, The Ultimate Guide to Business Process Management: Everything you need to know and how to apply it to your organization. His book Read More …
Every act of your Lean sales process is a learning process. This is why Lean works in development, aka Lean StartupTM, why Lean works in operations and why Lean works in sales. I have no idea why process consultants continue to try to force fit Lean into the sales and marketing process from a standpoint Read More …