Customer Value Management for Business Growth

Most Opportunities Are Not Created; They Are Discovered

Posted onJuly 20, 2020July 18, 2020

Adopting a systems perspective makes visible many of the hidden complexities operating in an organization that might be important targets for change. Reviewing from a system point of view helps generate a set of hypotheses that form the basis for our marketing experiments. This, in turn, guides our efforts to be tested, organizes results from Read More …

How are Your Salespeople Positioned in the Marketplace?

Posted onOctober 18, 2018October 18, 2018

The need for salespeople to be better positioned in the customer’s mind is imperative. You get appointments not only because of your company’s brand but also your salesperson’s position within the industry. Always be closing may not even be in the sales lexicon of today. Sales is taking a differ posture for success, and I think Read More …