Your entire team must become comfortable wearing Customer Shoes. That’s a lot of feet to put into one pair of shoes. That’s how many feet it takes to develop, acquire and retain one loyal customer. Everyone who touches the input, throughput and output related to your customer must put themselves in the shoes of your customers… [Continue Reading]
Wear Customer Shoes First
Internal Team Resources are Key
Finding internal team resources is key to successful execution of strategy. Internal team resources diversify membership in your sales team, engineering team, IT (information technology) team, you-name-it. Create more enduring business outcomes and solutions for your customers. This strategy is easier said than done. Your first instinct is to “widen” your cache of internal team… [Continue Reading]
Status Quo Managers or Leaders?
Does your company have status quo managers or managers who lead? Perhaps the most important decision a company makes is in regard to those individuals selected to manage. Yet recent Gallup research indicates that companies get it wrong more than 8 out of 10 times. When you think about it, managers are responsible for implementing the… [Continue Reading]
Engineers are Your Extra Set of Sales Eyes and Ears
Did you know you are responsible for revenue generation. Are you part of the business development function for an engineering-intensive company? Or perhaps you are a member of the technical team for that company. Both of you, and everyone in-between, is part of the revenue generation equation. Engineering firms who historically marginalize or compartmentalize their… [Continue Reading]
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