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19
May

Walk this way!

Two examples of transforming value propositions by smart use of technology caught my attention this week: 3D printing of sneakers by UnderArmour and GPS-powered sneakers by EasyJet. Under Armour Architect 3D Under Armour is following in the footsteps of Adidas that achieved 3D-production of a sneaker with the Futurecraft 3D.  Ninety six 3D-printed pairs will be released to commemorate 1996

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17
May

White page sales modelling

Do you really want to improve your commercial performance? Increasing sales, building a brand that customers will promote, delivering value in an enchanting way? Forget about the traditional approaches to work on your sales team, to hire another agency or to bring in a van of consultants mapping out your processes. The only way to really move ahead is by taking

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17
May

What can we learn from Amazon?

In Europe Amazon is still seen as a book seller that occasionally ventures into other product categories such as games and movies. In reality it has created a complete ecosystem that allows it to operate in every domain of 21st century life. What has Amazon got to offer? Echo is a speaker-like object that allows you to engage in conversations

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12
May

How many robots do you have in your sales team?

The use of marketing automation, predictive BI, artificial intelligence, IoT and service bots has become a standard topic at management and board meetings of companies that are more or less in pace with the evolution of sales and marketing. The way Siri answers your questions on your iPhone will increasingly become standard practice for the way customers will be answered when

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12
May

Engaging with the attention challenged customer

The average attention span of a consumer in B2B is less than 8 seconds. That is less than a guppy (9 seconds)! And this an average, meaning that many people have descended way below the already challenging 8 seconds. Getting attention with 2/30/120 Neuro-testing indicates that an evolutionary process is going on that requires people to develop scan and decide

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23
Apr

Putting your customers to work

Smart sales managers and marketeers put customers to work. That is the key finding of a study of disruptive business models by CPI Commercial Performance Improvement.  Make way for the working customer The 70% to 85% of the customer journey that is covered autonomously represents huge volumes of work that used to be carried-out by sales reps and customer service

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