Managing Customer Value
Most sales opportunities are just not that obvious anymore that seems to be the job of automation, not sales. However, are we enabling salespeople to handle wicked problems? Are we training them in the areas of exploration, scenarios, emergence & sensemaking? Wicked Problems: https://en.wikipedia.org/wiki/Wicked_problem Cynefin Framework: https://cognitive-edge.com/
Using Lean Thinking in the fields of sales and marketing and to some extent, the more softer-feely approach of Toyota Kata seems very mechanical. I was reviewing a video from Solution Tree and enjoyed the terminology of the cycle of learning they used especially the word dissonance. It describes the area of tension that exists Read More …
I often use Kim and Mauborgne’s (Blue Ocean Strategy) Pioneer-Migrator Map as a beginning step in identifying customers and organizing clusters for engagement and exploration. It is certainly not meant to be a direct comparison but it offers a unique view of the material. I like to look at growth opportunities through real people, and clustering from the known Read More …
A collection of sales and marketing, marketing research slides that I posted over the last few months on LinkedIn primarily. [slideshare id=128385726&doc=resources-190118125344]
Why do we continue to get undesirable outcomes? Have you ever looked at your sales and marketing from a system perspective? To most this simple diagram looks complex. However, it is high-level and can be broken down into numerous subsets. You may notice the typical Google Acquisition block at its core which is very dynamic Read More …
We can’t solve problems by using the same kind of thinking we used when we created them. – Albert Einstein Many companies I work with simply do not understand their customers and to some extent, their core capabilities in the environment or eco-space their companies reside. When you understand your core customers, core capabilities it Read More …