Joseph Dager

Do You Know the Cost of Your Customers?

I think it would be safe to say that in traditional Lean Practices, the notion of Product/Goods Dominant Logic still prevails. The opposite, of course, is Service Dominant Logic. From that tradition, you will see many Lean companies viewing their product as a value...

The Crystal Ball: Viewing Your Future Product or Service

If you have made it through Marketing101, you have become familiar with the Ansoff Matrix. It is a strategic planning tool developed by Igor Ansoff back in 1957. Given the fact that we still talk about it and use it is amazing in itself....

The Dialogue between Sales and Strategy

Even within the realm of sales management, it’s important to recognize the interacting dimensions that must be managed to link selling effectiveness with strategy. – Excerpt from the book, Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling Excerpt from tomorrow’s Business901 podcast with the…

Developing a Lean A3 Startup Marketing Plan

Yesterday, I introduced the Developing a Lean A3 Marketing Plan for review and comments. I encourage you to review it before proceeding with this post. Every startup has different nuances and may be reviewing this post at different times in their development, I have found outside of...

The Innovation A3

I have been a big advocate of the work that Jeanne Liedtka, a Professor of Management at the Darden Graduate School of Business at the University of Virginia, has done. Several years ago, I had the pleasure interviewing her co-author Tim Ogilvie on the Business901 Podcast, Transcription...

Estimating Your Sale Cycles

As most know, I think a few of the mapping methods used in the process fields are somewhat ludicrous when applied to sales and marketing. One of my favorites, of course, is Value Stream Mapping. It is, one of the applications that I see...

The Answer to the Challenger Customer: Schwerpunkt

This weekend, I read the new book The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results, from the same group of people that brought you the books, The Effortless Experience. and The Challenger Sale. A short summary of the story is that it addresses...

If the Shoes Don’t Fit

Are you looking at variation the wrong way? In the Lean and Six Sigma world, we look at variation as something bad, something we need to rid ourselves of. That is the typical promise most process methodologies make to the sales and marketing people. We...

Leaders Developing Employees: The Coaching Triangle

In talking to Dan Markovitz, author of the new book Building the Fit Organization: Six Core Principles for Making Your Company Stronger, Faster, and More Competitive, I get the feeling that of the six principles in his book that the last chapter on The...

Sales is a Messy Industry

Our sales environment is changing. I believe that it can no longer be viewed from the sales and marketing funnels of the past. These funnels market to many and exclude people narrowing down to the ideal organization/person that eventually purchases. I believe we market...

A Reason For Extending Your Sales Cycles

One of the common message these days about sales cycles is that you are not invited to the table till 60%of the sales cycles is over. Of course, ideally we would want to be in earlier in the cycle and be part of finding...

Salespeople – What questions are you asking yourself?

Are you waiting for your next performance review? Most salespeople get one every quarter and sometimes every week in the form of a commission check. However, do you spend time self-evaluating yourself? Do you have a structured method to take an objective look...

A Framework for Building Collaboration

We collaborate externally and internally in our organization. It is something that we do to get things done. However, in this strange world we live in we often may collaborate one day and compete the next. Internally, we may fight another department for a...

Jobs To Be Done Matrix

I have been pretty vocal in the past about using Value Stream Mapping, Value Stream Mapping should be left on the Shop Floor, and along with a couple other blog posts, Shaping your Customers Vision and Kill the Sales and Marketing Funnel. I think...

Evaluating a Sales or Service Control Point

In a recent podcast with Evan Leybourn (Related Podcast and Transcription: Agile Business Management), we had a discussion about Project Closure. In the past I thought it was a good thing to do. It ties into my most recent work. We have been discussing...

Sales Collaboration Using Explore – Exploit – Export

I like to use the term EDCA (Explore-Do-Check-Act) learned from Graham Hill to designate the Explore aspect of Lean. I view it as more of Design Type thinking content that allows for that collaborative learning cycles with a customer. Most of us design sales...

5 Core Sales Concepts of Lean Thinking

When introducing Lean Thinking many of us would start with the five core concepts of Lean depicted in the classic books, The Machine that Changed the World and Lean Thinking by Womack and Jones. The basic thought process goes something like this: As value...

Applying Lean Principles to Improve User Experience

Jeff Gothelf is a designer, an Agile practitioner with a specific expertise in User Experience culminating in his book Lean UX: Applying Lean Principles to Improve User Experience. His daytime job is currently as Managing Director in Neo’s New York City office. Previously, Jeff...

The Four Forces of a Customer Decision

A force is defined as a push or pull that changes an object’s state of motion or causes the object to deform. In nature, there are four fundamental forces (courtesy of the University of Tenn): The strong interaction is very strong but very short-ranged. It...

Sales Relations Card

Sales Relations Card Do you carry a card around with you as a reminder? For many years, like 20 or so, I carried around a card clipped out of the book “Yes” or “No”: The Guide to Better Decisions  by Spencer Johnson. for those that...

New Posts