Managing Customer Value
Dealstorming” is Tim Sanders’s term for a structured, scalable, repeatable process that can break through any sales deadlock. He calls it “a Swiss Army knife for today’s toughest sales challenges.” Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenges drives sales innovation by combining the wisdom and creativity of everyone who has a stake in the sale. About Read More …
Lean Marketing may be a fuzzy concept to some, can you explain your approach and how it applies to the typical organization? In my thinking, Lean Marketing still has it’s genesis in the 5 basic principles of Lean. However, I take a slightly more outside in approach in explaining it. More what I would call Read More …
In a not so recent article (Nov/2015) on the Harvard Business Review, Competing on Customer Journeys by David C. Edelman and Marc Singer discusses the new shaping of the customer journey. Their description of the journey is shaped in a strikingly similar structure that remind many of us as a type of (not so) casual loop or a system archetype. Read More …
This is a collection of Business901 Podcast Transcriptions that focus on the Theory of Constraints. Guest include Bill Dettmer, John Rickers and both Ari and Eli Schrangenheim. Theory of Constraints Stacks are a new way to organize your own publications, as well as any other publications that you find interesting. For your own publications, after Read More …
Disruptive Innovations: Greatest Pain + Easiest to Measure Yesterday’s podcast excerpt with Tim Sanders, ended this way, Joe, doesn’t that sound like sales? I mean, we have to solve a bunch of our little prospecting presentation closing problems just to get the right to solve the customer’s problem, and quality works exactly the same way. Read More …
He was doing several of these every year, 4-day sessions, and he had just lost his personal assistant, or I should say scared him off. Knuth thought that would be a wonderful thing for me to do for awhile, so I spent a little bit of time carrying his bags. An excerpt from next week’s Read More …