Insights

  • February 07, 2018

    Service Chains – The Implement Phase

    This blog is part of a series on Service Chains.  To read the first blog in the series, click here . After the Proof Project, the next step in a Service ChainSM is the Implement Phase, Project, or Projects. The Implement Phase is the portion of a Service ChainSM in which the ...
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  • February 02, 2018

    Typical Corrective Actions by Sales Leaders

    “The Challenge of Meeting Sales Goals” introduces a high-level discussion about why so many B2B companies struggle to meet revenue targets, highlighting how poor planning and poor execution impact sales performance. This blog will explore some typical actions that a sales leader might take to address either missing sales goals ...
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  • January 20, 2018

    Service Chains – Proof Projects

    This blog is part of a series on Service Chains.  To read the first blog in the series, click here . Moving through the steps of a Service ChainSM, after the Entry Project comes the Proof Project.  The Proof Project is the step in a Service ChainSM designed to provide proof of ...
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  • December 30, 2017

    The Challenge of Meeting Sales Goals

    Sales, one of the most important functions of any company, is becoming increasingly complex and difficult as customers become more savvy and knowledgeable. The shift in customer power is impacting both B2B and B2C companies. Both types of businesses call for very specific sales organizations to sell to their potential ...
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  • September 17, 2017

    Service Chains – Entry Projects

    This blog is part of a series on Service Chains.  To read the first blog in the series, click here . Entry Projects are the first step in a Service ChainSM.  They start the client on their journey to realizing a solution by allowing them to understand the applicability of an Idea ...
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  • May 17, 2017

    Service Chains – The Components

    This blog is part of a series on Service Chains.  To read the first blog in the series, click here . Our last post introduced the concept of the Service ChainSM.  Remember the goal is to establish an executable and repeatable offering as the means to deliver on the full promise of ...
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  • March 20, 2017

    Service Chains – Introduction

    This is the first blog in a series on the topic of Service Chains. As product-based companies embark on the True IntimacySM Journey, their success largely depends on how attractive the value propositions for their services are and how well they are presented to clients to convince them to buy. Unfortunately, ...
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  • February 09, 2017

    Leading with Ideas – Catalytic Ideas

    This blog is part of a series on Leading with Ideas.  To read the first blog in the series, click here . We’ve looked at how Ideas work in the buying decision process; now let’s explore the qualities of an Idea that will motivate action by buyers. Some Ideas are bigger than others ...
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