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Product Obsolescence – an end of life process
The Human Body’s End of Life Process On June 19, 2012 the New York Times published an article, “The Body’s Protein Cleaning Machine” about the Nobel Prize winning chemist Dr. Avram Hershko. His life...
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Proposal Writing – a few guidelines for success
Proposal writing is a key business development skill for many businesses Proposal writing, white papers, and blog postings is a frequent topic of discussion with clients. Recently a client forwarded an...
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Prospects and Networking – build success at the end of a conversation
The Critical Moment Many people struggle with how to open a business conversation with a new person or prospects. Lets assume for the moment that you have solved that puzzle and are now actually...
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Getting Paid For Your Problem Solving – a lesson from behavioral economics
Dan Ariely at TED in 2009 I am currently enrolled in an online course at Coursera.org, Introduction to Behavioral Economics taught by Dan Ariely (well known for his Predictably Irrational: The Hidden...
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“I Want to Build a Sales Company That Makes Things”
Recently I was working with a new client, the owner of a one year old manufacturer of retail signage. It was our introductory chat. I asked him how he would describe his business model. His first words...
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Condoms in DRC – Defining customer value and language – back to basics in...
A central business problem (and opportunity – these usually come in pairs) is to figure out who your customers are, what they value and how they talk about what they value. A key concept FAB – Features...
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Product/Service Development – early customer input from Peter Spear
It is a well-known fact that early customer involvement in product or service development leads to better results in the marketplace, much higher quality and lower costs. Despite the fact that this...
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Developing Proposals
Recently I worked with a new client on their proposal process. This revisit brought me to expand my notes. (Download this article) Objectives for proposals Communicate with decision makers Win...
View ArticleContent Marketing – examples of how and why from NYTimes
Christmas morning and the New York Times has an article about small business adopting content marketing. Retailers Try Offering Expertise Online Along With Products...
View ArticleSales Methods: Re-frame First
Revised: 04/17/2017 Confronting a persistent slow down in sales, companies and individuals begin to think of internal changes – re-purposing their assets, intellectual and physical to better align...
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