The psychology of how we pivot and the mechanics of how we do so. Horses for courses It seemed like an interesting insight into the equestrian world rather than a life lesson, when Tim Beecher explained to me how racehorses take a jump. It was the very start of my career and the famed Irish horseman …
Build an authentic customer business model that works What is Customer Authenticity? How good do you think your customer’s experience really is? In a ‘complex’ sales process there are many different stakeholders, constituencies and offerings and ways to engage. Bill Schmarzo reminds me that customers are not buying your product, they are buying a means …
Have you ever given time to really considering what your point of view is or why that’s important? Let’s look at 8 steps to building a firm foundation for value from your POV.
Every discussion of value must begin with an understanding of the jobs your customer is actually trying to do
Give your organization a value advantage with human-centered design.
As a company goes through a transformation, it’s important to recognize the four interdependent journeys that will take place.
Are you an entrepreneur? Intrepreneur? Do you run your own business or lead a department inside a large business? No matter what you do, there are three things you need.