thru Adaptive Marketing Practices
This A3 report is a takeoff on a marvelous book by Mahan Khalsa, Let’s Get Real or Let’s Not Play. It is about determining what’s of value to your client and how to provide a solution that meets this value criterion. I have used this for many years as a guideline for selling. After writing Read More …
In the sales and marketing process we have always stayed away from a process. Things were just not consistent enough to enable us to install a process. Very few people take on the challenge of bringing continuous improvement to sales and marketing and one of the reasons it is so difficult is that sales always Read More …
The Sales and Marketing Funnel is a theory that needs to be laid to rest. A linear approach to predict, plan, and proceed is a precarious way to advance. This approach prematurely foresees a solution for the customer without ever understanding their problem. And if you consider addressing the application of social media, it does Read More …
After reviewing the new edition of Juran’s Quality Handbook: The Complete Guide to Performance Excellence 6/e, I wondered why companies hold the entire company to such a high quality standard but leave Sales and Marketing off the hook. Technological measures of quality has existed on shop floors for many years, but measures of quality have Read More …
In what ways can Sales and Marketing impede lean thinking? I saw that question on LinkedIn and just had to join the conversation. My thoughts: 1st Answer: We should applaud Sales and Marketing in most organizations for the fact that they remained a silo. Most organizations create internal control points within the organization and call Read More …
Certainly in these days of information overload and web analytics we have more information than ever before to make our decisions with. I believe that this data is extremely important and needed to manage your company and your marketing. This data along with most financial data is all past tense. It tells a little of Read More …