Managing Customer Value
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 …
Every time you go to sell something, you try to influence someone. Often times, you are trying to influence someone to think like you do. And even more often, you are trying to get an organization to think like you or think like your organization thinks. Such an Easy Job Every organization has its own Read More …
Most of us already have our goals in placed to increase business by 5 or 10 percent or maybe if you are a young company you might be doubling or tripling sales this year. We have Created our Lean Scale-Up Budget, and now all we have to do is manage the plan or if that Read More …
If your mindset moves along the Service Dominant Logic thinking path that value is co-created through use, we can view value from three points; Functional, Social, Emotional. Functional (Know): This is the practical side where we help solve problems, resolve issues, get projects done and accomplish tasks. Emotional (Feel): We make people feel better and Read More …
The last few days, I have blogged about TRIZ – For People Who Struggle with Open Innovation and Getting Started with TRIZ, as a way of introducing my upcoming podcast with Ellen Domb, founder of the PQR Group, a TRIZ training & consulting organization. What has intrigued me about the TRIZ process is that it Read More …
Dan Roam describes the BLAH-BLAHMETER, his custom-made bulls**t detector. From Dan’s book,Blah Blah Blah: What To Do When Words Don’t Work Did your last sales call pass the test? Lean Sales and Marketing: Learn about using CAP-Do Special Marketing with Lean Book and Program offers on Facebook