Managing Customer Value
Frank V. Cespedes is a Senior Lecturer of Business Administration in the Entrepreneurial Unit at Harvard Business School. He has run a business, served on boards for start-ups and corporations, and consulted to many companies around the world. He is the author of five books as well as articles in Harvard Business Review, the Wall Street Journal, California Read More …
Even within the realm of sales management, it’s important to recognize the interacting dimensions that must be managed to link selling effectiveness with strategy. – Excerpt from the book, Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling Excerpt from tomorrow’s Business901 podcast with the author Frank Cespedes: Joe: Well, I guess I’ll start where Read More …
Part of The Lean Minute Collection on YouTube A short open-ended discussion about the shrinking middle class of sales accounts. Are you seeing the same thing? Place a comment on YouTube. CAP-Do (More Info): What makes CAP-Do so attractive is that it assumes we do not have the answers. It allows us to create a Read More …
Beth Comstock, CMO at General Electric, urges all businesses to partner with organizations to experiment, test, and develop opportunities. She says everyone has a different form of creativity and perspective, and now is the time to create a space for collaboration, especially because it does not have to cost much time and money. For more visit, Read More …
Part of The Lean Minute Collection on YouTube I like to use the term EDCA (Explore-Do-Check-Act) learned from Graham Hill to designate the Explore aspect of Lean. I view it as more of Design Type thinking content that allows for that collaborative learning cycles with a customer. I added a twist to this by going Read More …
Part of The Lean Minute Collection on YouTube This is a quick overview of a few of the books both old and new that have been written on applying continuous improvement (Lean and Six Sigma) in Sales and Marketing. CAP-Do (More Info): What makes CAP-Do so attractive is that it assumes we do not have Read More …