Is Innovation Stopping at Your Front Door? Defining and executing a selling strategy that supports highly innovative and complex solutions is perhaps one of the most overlooked areas of a business. It is often lacking in both a process to connect the value of the solution to the customer’s business, a process to ensure the customer achieves the promised value, as well as creating a systemized execution plan to ensure profitable growth and loyal customers. Over-stretched leadership teams often perceive selling strategy as the “black hole” of the organization.
Posted Wed Apr 2, 2008
A Customer Centric Organization – Hype or Innovation? Many companies talk about being customer focused and selling on value, but where’s the evidence? Too often customer value is expressed, as in a value proposition, but lost in execution when it doesn’t set us apart, connect us to the customer and compel them to act. Today, and for the foreseeable future, the driving force of customer relevancy is value, and many companies will see themselves drawing the short end of the stick if they don’t figure out that what is actually required of a company to be truly customer centric is creating value and delivering on the value promise.
Posted Thu Feb 21, 2008
