Stories about B2B executives continuously improving sales results through the principles of reason, systems thinking, and respect for people (also known as operational excellence, including Lean, Six Sigma, Shingo Institute, and similar methods).
Sometimes there is an easy solution to a problem. But that doesn’t mean we get to it easily, until we ask the right question.
25 Mar 2020
Ardath Albee | The Gap in the Middle
Sellers are focused at the end of the buying process most of the time. Marketers create most of their content for the beginning.
What about the prospective customers? For them, it is a continuous experience. In this interview, Ardath Albee helps us think about them more clearly.
She specializes in what to many of us is a fuzzy idea – content strategy. She simplifies it to “creating this storyline or narrative for how you get a buyer from problem to solution. What do they need to know? What expertise can you bring to bear? What are the different decisions they have to make along the customer journey?” That sounds a lot like sales.
Ardath helps us see:
What a buyer persona is meant to be
The risk in leading the witness
Times when we may be disconnected from what our customer needs
The feedback a prospect is giving us
And more.
10 Mar 2020
Drew Locher | It Takes Energy From Leaders
Drew Locher brings several different perspectives to helping organizations improve. He began his career in engineering. He was introduced to quality management in a management development program which later lead to specializing in organizational behavior.
Today, he talks with us about several aspects of making and sustaining change in an organization. The importance of energy and staying focused until new habits are formed. The role of measurements, standards and understanding of the broader process to have the context for making adjustments. And, how to shorten learning curves.
Throughout the conversation, we highlight the role of leaders:
To communicate a purpose that is meaningful to people
To insure plans carry forward to help workers sustain their improvements
To follow progress – adding energy to the system and spending time with people
And more.
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Apple Podcasts (US)
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