Managing Customer Value
I’m a big advocate of flip learning and online training and your site licenses are very compatible to that. Someone can watch and then they can go practice and go over the practice with a consultant or a partner or somebody. Is that something you do with Gemba? Is that constructed somehow? – Joe Dager An Read More …
Exactly, respect for people. I read a good story J.W. Marriott Jr. who said the four most powerful words he knows is ‘What do you think?’ So I was asking folks what do you think? Here’s a plan, what do you think, and then getting reliable promises, reliable commitments from folks to do that walk. Read More …
Most people can see and solve a problem, and certainly an organization can do that. What salespeople should try to discover are the patterns that are associated with the product/service that they provide. In Henry Cloud’s work,Boundaries: When to Say Yes, How to Say No to Take Control of Your Life, he discusses two types Read More …
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 …