Category: Business 101

Categories
Business 101

Reconstruct the value of your product/service.

Leadership concept with blue paper ship leading among white

Idea in brief

In this blog post we will share a couple of analytical tools that will help you reconstruct the value that your product/service brings to the table thereby enabling you to create uncontested market space and make your competition irrelevant.

With these tools you will not just change the rules but change the game.

The 2 tools we will be outlining are:

  1. The Strategy Canvas and
  2. The 4 Actions Framework.

The Slide Deck

The slide deck below covers the following:

  1. What is the Strategy Canvas.
  2. The outcome of implementing a Strategy Canvas.
  3. What is the 4 Actions Framework.
  4. What is the outcome of implementing the 4 Actions Framework.
  5. An example.

Reconstruct the value of your Product/Service

Categories
Business 101

Perceptive Selling

Perceptive Selling

Perceptive Selling

Idea in brief

In the traditional selling method, salespeople are trained to align a solution with an acknowledged customer need and to undermine their competitors solution.

Perceptive selling emphasizes that salespeople must lead with disruptive ideas that will make customers aware of unknown needs.

And in this new world, that’s the difference between a pitch that goes nowhere and the one that secures the customer’s business.

The Slide Deck

The slide deck below covers the following:

  1. Traditional Selling.
  2. The current problem with traditional selling.
  3. How does Perceptive Selling solve this problem.
  4. Qualities of a Perceptive Sales Professional.
  5. Partners of the Perceptive Seller within the customers organization.
  6. Bonus Material: A detailed Sales Pitch using the Perceptive Selling Method.

Perceptive Selling

Categories
Business 101

3 Survey Questions Every Website Must Have

3 survey questions every website must have
Feedback contact customer service opinion survey business concept review young man megaphone bullhorn

Improve Website Experience

Idea in brief

To improve the website experience and connect with their customers, businesses should not only know what their customers are doing on their website but also why they are doing what they are doing.

With the help of the 3 survey questions businesses can merge the customer’s voice with the clickstream data and make better decisions to improve the online experience of their customers.

To identify actionable insights businesses need to marry the what with the why.  

The Slide Deck

The slide deck below covers the following:

  1. The irony of data.
  2. How Clickstream Data covers only the what and not the why.
  3. Lists the 3 survey questions which every website must have and explains the benefits of each.
  4. FAQ’s
  5. Summary.

3 Survey Questions Every Website Must Have 

Categories
Business 101

Help Customers Progress

JTBD Framework Simply Sales

Idea in brief

The Jobs To Be Done Framework (JTBD) makes you focus on the underlying job that your customers are trying to complete with your product or service.

Customers buy things because they are facing a problem they would like to solve. With an understanding of the “job (problem)” for which customers find themselves buying a product or service, companies can more accurately develop, market and sell products thereby enabling their customers progress in specific circumstances.  

Because the JTBD framework focuses on the causal driver behind a purchase, we can determine why our customers make the choices they make.

The Slide Deck

The slide deck below covers the following:

  1. What is the Jobs To Be Done (JTBD) framework?
  2. Example.
  3. Typical structure of a job which any customer aspires to complete.
  4. The one thing you need to know about JTBD.

The Jobs To Be Done Framework

Categories
Business 101

Measure Customer Happiness

Customer Satisfaction Model by Kano

Idea in brief

The Customer Satisfaction Model by Kano is a method for determining customer happiness towards the features in your product or service.

It can be applied to gauge your customers perception towards existing features of your product/service or towards new features that you intend to introduce.

It’s a seamless collaboration between you and your customers. So the decision taken, as an outcome of this exercise, is an informed one.  This model is data driven, simple and measurable.

The Slide Deck

The slide deck below covers the following:

  1. What is the Customer Satisfaction Model?
  2. How can you implement it in your organization and measure the outcome?

The Customer Satisfaction Model

Categories
Business 101

Integrating Sales and Marketing in SMB’s

Integrate-Sales-And-Marketing

Integrate Sales And Marketing

Idea in brief

The sales and marketing teams of your business shouldn’t just co-exist.

Instead, they should seamlessly work together and create value for the company and for the customer.

The Slide Deck

The slide deck below covers the following:

  1. Why the Sales and Marketing teams of a company should work together?
  2. Why don’t they get along?
  3. How can organizations make them get along and finally
  4. A couple of commonly asked questions along with their answers.

Integrate Sales and Marketing Functions in SMB’s