Managing Customer Value
This is a presentation based on a full day workshop on developing a Lean Sales and Marketing Engagement. I view sales and marketing from a standpoint that it can no longer operate in a vacuum. It has become as much as an input as an output and intertwines across many of the departments within the Read More …
Linda Richardson new book,Changing the Sales Conversation: Connect, Collaborate, and Close is one of the few sales books that I have read that puts an emphasis from a Service Dominant Perspective (SD-Logic) versus selling from a Good Dominant Logic (GD-Logic) position. It is the new sales conversation that had to happen. Linda is the Founder Read More …
Recently, in a sales session, we introduced the idea of having a sales team construct a sales story of their last major sale. We went from how the customer’s organization became aware of the product through how marketing, inside support to include engineering and of course sales participated. Most of us would relate it to Read More …
In marketing, we consider the triggers that we need to capture the minds of our consumers. We look at how we combine the three components of value from a Service Dominant Logic perspective, of course: Three components of Value: Functional (Know): This is the practical side where we help solve problems, resolve issues, get projects Read More …
I introduced the SALES PDCA framework in the book, Marketing with PDCA. It is nothing more than a standard PDCA cycle except the SALES part of the framework is where the team gets its directions and coaching from the team coordinator and value stream manager. Within the actual PDCA stage, the team is empowered to make Read More …
What people forget about Lean is that it is the change agent for an organization. This is what attracted me to apply it in the sales and marketing arena. When we sell a product to a customer, we are often asking them to change their behavior or the way they do things. Most of us Read More …