Following a series of enthusiastically received presentations on Profit by Design, I am excited to announce a 2-day workshop in Brisbane 25-26 October. This workshop is about applying the Architecture for Customer Engagement for more about that there is a PDF available on my profile page (summary), for more about Profit by Design, read on.More ...
Posts from September 2016
Yes that's right - The Funnel that is used by some of the best marking organisations on the planet - has long passed its use-by date. The Funnel that we so often use to describe leads to converts (social media, marketing and sales), has stopped being useful at all, in fact I believe it actually hinders engagement with our future customers. Let me explain.More ...
Or perhaps more specifically, let's ban how we are currently using KPIs. We use guess-work to identify KPIs, they don't tell us what our priorities are, we fudge the numbers and confuse improvement goals with business-as-usual.More ...
Your revenue comes from your customers - not your products, or your services, but from the customers who are prepared to pay for your offerings. These three rules will help ensure you establish a profitable customer portfolio from the get-go..!More ...
The Australian Institute of Management identified the key issue for Aussie CEOs in 2015 as "customer relationships". The research also identified that CEO were "kept awake" by "big data analytics, cyber security and the cloud". Quoting the article, "Dr Malcolm Johnson says, these data issues are linked to the number one issue, improving customer relationships".More ...
What great times we live in. We are witnessing the end of the annual performance appraisal and ranking system with the more pragmatic organisations" opting for regular smaller feedback sessions", or as I call it, coaching for performance (C4P) sessions.Read More ...
For the sales and service leader to maintain motivation and productivity, there is one key principle: competition is external to the sales and service team/s. Competition and rivalry only belong in the market place, not within the sales or service team or teams.Read More ...
We all know that there are some customers that are worth more than others. It is something we often do not like to talk about, but it is the reality. Not all customers are equal.Read More ...
The Problem with Sales today.
The problems with sales today is that much of the thinking and leadership of sales teams is driven by ideas developed in the last century. These ideas mislead managers to believing a certain set of actions will lead to the numbers they need to achieve. This is why I call these the "eight great misleading sales traditions". It's descriptive of what these things do, if after reading this you have a better name for this group, let me know.
"Customer Centric" a benefit for Whole Foods in the Amazon purchase
Some of the big business news right now is the intended purchase of US Whole Foods Market grocery chain by Amazon for US$13.7b. Interesting to note that Whole Foods CEO John Mackey, who for many years has been a advocate for Conscious Capitalism, recently said that: "Amazon is more “customer-centric” than Whole Foods, giving the grocer an opportunity to improve in that area..." (Source Bloomberg)
Profit by design - build your business for the experience economy.
So many businesses put a huge amount of effort into the development of their products and services. Yet, when the product is ready, it's a quick hand-ball to the sales and marketing teams and "go sell it". This worked just fine during the last century. In the industrial age, the whole focus was on production at lowest cost, on mass, then distribute the product to eagerly awaiting consumers who would be converted by armies of salespeople. In this digital age many things have changed - predominately how customers buy. Today we are in an economy driven by their experiences.
Are you using personas..? The one thing you are missing.
The use of personas is fairly commonplace today. Most marketing and sales teams have worked out the general representations of the potential types of buyers their business is trying to attract with content, or bring into their fold as a customer. However, just about all personas I have seen do not have the one characteristic about why the customer buys.
You need to know what your customers value
It is often reported, for example by MHI Global or CEB, that sales people cannot communicate the value of their offerings to potential customers. It regularly seems like a criticism of sales people themselves, however the problem is more broad than that - most businesses cannot define the value they deliver for their customers, particularly their profitable promoters.
The Top Four Tips for B2B sales
I have been reminded over recent weeks how important it is not to "sell" during B2B sales discussions. Three colleagues have separately shared stories with me where someone on their team have jumped in too early with pricing discussions or what sounds like negotiations, or labouring over the features before understanding what the customer values. So here are my Top Four Tips for B2B 'sales" (or rather, customer engagement):