Core value storytelling communicates far more than a detailed technical account of what a team, technician or department “did” to solve an IoT (Internet of Things) customer’s problem. The “What We Did” stories are becoming a bit ho-hum and perceived as a commodity by many clients. Why? These stories tend to be marketing communications exercises…. [Continue Reading]
Can Core Value Storytelling fuel IoT Customer Retention?
Professional Value is a Big Idea
What professional value do you bring to your clients’ tables? Execution of strategy focuses your professional activities on creating tangible, measurable value for your company and your customers’ organizations. That concept focuses on economic return on investment, increases in operational efficiency, decreases in waste and defects and increased competitiveness. Where do YOU fit into that… [Continue Reading]
Can of Worms Clients Catalyze Growth
Can of worms clients make the perfect subject for blog posts. The scenarios that unfold are painfully relevant. The experiences make for brutally honest reading and insights we all can value. This year, my blog post “Let’s Open another Can of Worms!” won a 2015 Bronze Medal, Top Sales & Marketing Blog Post, Top Sales World. The post discusses my… [Continue Reading]
Delivering Core Values, Not Spiel
Focusing on delivering core values can eliminate a lot of messaging confusion that features and benefits sales and engineering spiel create. Every day we spend our time trying to justify to our customers and prospects the value of doing business with us. What do we, and no one else, bring to the table? That single… [Continue Reading]
Focusing on Your Personal Horizon
I have no sense of direction. I’m one of those people who can’t read a map without turning it in the direction I’m going in. And even then I’m still not sure. When Garmin came out with their Nuvi GPS, my daughter rushed out and had it installed in my car as a Christmas present…. [Continue Reading]
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