Managing Customer Value
Show a little respect for your customers and don’t use value stream mapping in the sales process. The problem is mapping becomes a prediction of what someone might do. We typically take that “prediction” and that “might” and turn them into a guide and should do. We end up trying to manage our customer through Read More …
The Business Model Canvas is an analytical tool outlined in the book Business Model Generation. It is a visual template preformatted with the nine blocks of a business model, which allows you to develop and sketch out new or existing business models. This book has sold over 220,000 copies the past two years and has Read More …
Traditional sales and marketing evolved with linear thinking and the traditional sales funnel. In the past Goods-Dominant Logic thinking created a cost-plus price model for products which limits market scale. Scale must be done by creating something better, faster or cheaper or there must be the availability of increasing markets. Many of our products/services are Read More …
In the Value (Measure) stage of Driving Market Share, you will create a value model for each of your targeted product or markets. This value model is the voice of the market (VOM) that drives all operational and strategic initiatives undertaken by the organization. The VOM replaces agendas, hunches and strategic guessing as the guiding Read More …
In my journey over the past few years to bring a Continuous Improvement philosophy to marketing, I have primarily focused on Lean and identifying the individual Value Streams. Lean was a much easier methodology to implement and utilize. Working in the past with Dr. Eric Reidenbach of Six Sigma Marketing Institute, we developed the program Read More …
The Business901 Blog is hosting an abridged version ( 7 parts) of our Leans Sales and Marketing online workshop. Each day, the blog post includes a brief introduction, short video, workbook page and recommended reading. A complete outline is available at Lean Sales and Marketing BlogShop Would you like this delivered to your inbox? An Read More …