Joseph Dager
Joseph Dager
Business901 is a firm specializing in bringing the continuous improvement process to the sales and marketing arena. He has authored the books the Lean Marketing House, Marketing with A3 and Marketing with PDCA. The Business901 Blog and Podcast includes many leading edge thinkers and has been featured numerous times for its contributions to the Bloomberg's Business Week Exchange.
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...
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...
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,...
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...
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...
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...
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...
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...
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...
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...
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...
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...
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...
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...
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...
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...
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...
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...
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,...
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...