New Opportunities in the “New Normal” for Domestic Suppliers
Every business in the world has been bombarded with changes. Most headlines emphasize the bad ones, and I don’t want to minimize them. However, there are some significant opportunities among the wreckage. It’s time to think about how to capitalize.
What’s Changed. What Hasn’t
The world has changed overnight…or has it? Maybe, any “changes” have really simply been peeling away appearances, forcing us to get back to the key fundamentals. To illustrate, here are a few examples. Focus on Your Business, Not the Distraction. It’s alarmingly easy...
What is Your Sales Reputation?
Now that you’ve closed out another quarter — some of us, another year – it’s a good time to reflect. You should ponder some big themes that will affect your business results in this new year. It’s time to do a little self-assessment on your sales...
Enabling Elite Customer Focus, aka Value Focus (Part 4 of 4)
The last of a 4 part series. If you aren’t enabling a culture of continuously improving value focus, you’re falling behind some competitor. In part one of this series, I introduced the idea that customer-perceived value is the kernel within “customer...
Sell…and Price…At Elite Level: Your Value Focus Journey (Part 3 of 4)
Part 3 of a 4 part series. The ability to sell the value of your offer–then price it–is what pays for all of the value your company works so hard to produce. Customer value is the kernel within “customer focused” that moves customer decisions,...
Align Your Organization Around Customer Value (part 2 of 4)
Part 2 of a 4 part Series. In my last article, I declared that “customer focus” is too vague to measure and implement, but that “customer value focus” was the essence inside customer focus that you were unknowingly seeking. Then I introduced...
How’s Your Customer Focus Journey Going?
If you can’t define “being customer focused” or can’t measure it, you can’t know if you’re doing it. Many company leaders want to achieve customer focus. Fewer know exactly what that term means. Fewer still can describe specific behaviors to know how...