CAP-Do supports Outcome Driven Innovation
In a recent blog post, Lean Sales Process does not start at Plan or Build, I discussed how companies that apply Lean to Sales and Marketing think incorrectly in terms of PDCA versus Cap-Do. In the...
View ArticleA Lean Way of Connecting Supply and Demand
In two recent blog posts, CAP-Do supports Outcome Driven Innovation and Lean Sales Process does not Start at Plan or Build, I discussed how companies that apply Lean to Sales and Marketing think...
View ArticleCAP-Do: Connecting Demand to the Lean Supply Chain
CAP-Do: What makes CAP-Do so attractive is that it assumes we do not have the answers. It allows us to create a systematic way to address the problems (pain) or opportunities (gain) from the use of...
View ArticleCap-Do Audio Excerpt of Book
When we use our typical sales and marketing approach, we form an idea of the way things should be, forming maps or journeys that we want our customer to adhere to. As they get further along, we have so...
View ArticleIf Value is Co-created in Use, Our Decisions Need to be Co-created
When we approach sales we typically think of how we will address the customer’s problem. What needs we need to address and how we will do this in an engaging way? We are in The Experience Economy says...
View ArticleOverlapping Structure of Power and Love
Adam Kahane is an international consultant, facilitating multi-stakeholders and complex negotiations. Best selling author of Solving Tough Problems and Power and Love, he shares his lesson learnt about...
View ArticleDoes Inbound Marketing limit your Growth?
My roots are in the process methodologies of Lean, Six Sigma, Theory of Constraints and a little Systems Thinking. I have built a fair share of auto-responders, workflows and 21-day programs. In fact,...
View ArticleMarketing Magic of Moses: Content, Stories and Targeting
Everyone will tell you it is about Content, Stories and Targeting (Relevance) your audience. Well, sure it is, we have been talking about that since before the days of Moses. Just look at what Moses...
View ArticleMapping Scenarios for Lean Service Design
I have moved away from the typical Customer Journey and Service Maps so popular in most Service Design and Design Thinking circles. I think in presentations a linear flow is much easy to understand and...
View ArticlePlanning the Future with SD-Logic
Pioneering transformative scenario planner Adam Kahane visits the RSA to outline a powerful new methodology for dealing with some of the world’s most intractable challenges. I highly recommend two of...
View ArticleHave User Personas replaced Buyer Personas?
Expanding your reach to as many people in an organization can be more important than finding and concentrating on the decision maker. You have to move away from the structure of selling to the...
View ArticleShould Behaviors Drive our Personas?
Cutting through Clutter and Competing on Clarity When I venture out to improve the sales and marketing process, these are core ingredients that I need to address for a successful outcome. The primary...
View ArticleIf you are not Co-Initiating, How are you going to Co-Create?
Open Innovation, Co-Creation, Co-Producing are practically buzz words in the social media sphere. I do agree, a collaborative thinking process needs to become part of every organization. It will take a...
View ArticleSALES CAP-Do Canvas or Maybe an A3
SALES PDCA is the framework I use for the process that takes place in the customer sales and marketing cycle. It is a standard PDCA cycle except the SALES part of the framework is where the sales team...
View ArticleImprove Listening thru the Practice of Empathy
Leon Berg is a founding member of the Ojai Foundation, an educational sanctuary in the Upper Ojai Valley of Southern California. He is a Senior Trainer of the Ojai Foundation’s Center for Council...
View ArticleAre you SWOTing or SOARing?
In reading Gary Klein’s latest book, Seeing What Others Don’t: The Remarkable Ways We Gain Insights, he discusses a story based on a method called positive psychology. In a nut shell, it says that the...
View ArticleOutcome Based Mapping versus a Marketing Funnel
I use to believe that marketing funnels, value stream maps, process mapping and to some extent customer journey maps would work in present day sales and marketing processes (Value Stream Mapping should...
View ArticleMonitoring & Evaluating your Outcomes
Are you plugged into your customer? When we look at continuous improvement efforts, we determine what we need to change to create a better process. We emphasize the change needed. Certainly there is a...
View ArticleA Lean approach to Outcome-Based Mapping
In the Outcome-Based Mapping approach, we view the outcomes as the central part of our theme. We recognize that a change of behavior must occur for us to achieve our goals or make the desired impact...
View ArticleSales will rescue the Influence Marketers
In the Sales and Marketing world, we are judged by few other things more than our ability to influence others. We not only have to influence customers, often we have to influence our organizations to...
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