My discussion with Mike Bremer,President of The Cumberland Group focused on understanding what really drives and sustains improvement. Mike had some great perspectives and I have included just one of them below. The entire transcript and podcast is available at The Improvement Trap. Joe: Well, you started out with something that I just thoroughly believe Read More …
If you can build a culture of learning, growth becomes part of everyone’s job. It is this aspect that I believe separates great companies from good companies. When I view Lean, it is not from the perspective of waste reduction. Instead, I view Lean as a knowledge building exercise. Or, a culture of learning not Read More …
A serial entrepreneur having founded multiple start-up companies, including one of the first profitable Internet enterprises. His last company appeared on the Inc. 5000 list three years in a row. Eric V. Holtzclaw, Founder/CEO of Laddering Works, advises clients on the “whys” of business: Why customers buy, Why teams work and The all-important “entrepreneurial why”. Read More …
I have not gone all in on Customer Journey Mapping and Customer/User/Buyer Personas because the vast majority are created without the Customer/User involvement. Though they may be the “best” we can do, I feel we often stereotype our customer/users into what we want them to be versus who they are. In lieu of this, I Read More …
What sets apart the The Challenger Sales Reps? Who so happen to be the most successful sales reps. In the book, The Challenger Sale: Taking Control of the Customer Conversation author Matt Dixon points out six attributes that showed them statistically significant in defining someone as a Challenger rep: Offers the customer unique perspectives Has Read More …
As many of you know, I am a big fan of Matt Dixon’s work, book, The Challenger Sale: Taking Control of the Customer Conversation. I had the pleasure interviewing Matt and split the interview into 2 parts. Last week, Need Customers, Create an Effortless Experience was about his latest book, The Effortless Experience and the Read More …