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 … Continue reading
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2015: another fresh start; another program built (and building)
If you look after these three, the complex parts of work will become simpler to manage because you have a process, you’re vigilant and you’re open to ideas from other sources. Continue reading
Five Design Considerations for Every Program
Common Sense Design Basics I’m currently interested in how to design a Customer Engagement Platform across sales, services and marketing outlets. We’ll build upon several existing projects and work streams to give a better understanding of our value to a customer on a global level, as depicted in this highly simplified view. It’s a converged, account-based view, forming … Continue reading
Executive Briefing Programs: The Next Evolution
Measuring the Value of an Executive Briefing Program. I would hazard a guess that not many people pay much attention to the mechanics of an Executive Briefing Center (EBC). Briefing center staffs talk to customers in person, every day. They take the high level message that the content teams prepare, blend it with insight from … Continue reading