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cusstomer centric

The Problem with Sales today.

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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.

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"Customer Centric" a benefit for Whole Foods in the Amazon purchase

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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)

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Profit by design - build your business for the experience economy.

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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.

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