Managing Customer Value
We have all heard of disruptive innovation, but just in case or if you need a quick overview from the creator: Disruptive innovation, a term of art coined by Clayton Christensen, describes a process by which a product or service takes root initially in simple applications at the bottom of a market and then relentlessly Read More …
One of the mistakes, I think, that sales people have is thinking that they have to have answers. My thought is that I would rather have a salesperson that pulls my organization into the unknown. If that happens, we are asking the right questions. Mario Andretti: “If everything’s under control, you’re going to slow.” You Read More …
This discussion with Jack Vinson was previously cut from the original podcast. You can find the Related Podcast and Transcription at the Knowledge Game. Our discussion at the end of the podcast: Joe Dager: I think people struggle with that concept of Knowledge Management. I just really, that’s why I was trying to find people Read More …
Charles Green, author of a series of books that have long been a favorite of mine, I own them all, discussed in a past podcast with me the trustworthiness and who is the most trusted professional. Can you guess before reading below? Related Podcast and Transcription: The Trust Equation (A copy of Charles’ books are Read More …
The Trust Equation Trustworthiness = (Credibility + Reliability + Intimacy) / Self-Orientation The above equation was a central part of a discussion with Charles Green, author of a series of books that have long been a favorite of mine. I own all of them and even have one in both print and audio. These books Read More …
I see that often, people don’t really know how to walk through discovery process. A sales guy is out there and that old A-B-C, always be closing, is in the back of his mind. He’s judged that way. It’s like, “What am I bringing to the table? Or afterwards you will be asked, did you Read More …