Do You Hear What I Hear?

Voice of the Customer

“Do you hear what I hear?” This evokes the famous Christmas song written by Noël Regney and Gloria Shayne Baker in 1962 and performed by Bing Crosby, but it is also an important question. Are you asking the necessary questions to both hear and understand what is most important about your business? Have you asked your loyal clients what they most value about your service or product? Even if you are the leader in your sector, you might be surprised by their answer.

Features-Benefits-Value

What's the Difference &

Why Does it Matter?

Features, benefits and value proposition. What’s the difference and why does it matter? The difference between these things goes far beyond a market messaging exercise; it goes to the core of who a company is. It has been my experience that value is the focus of “Outside-In” oriented companies, those that are focused on solving customer problems and features are the focus of “Inside-Out” oriented companies.

Rethinking the Open-Ended Sales Funnel

The Art of the Debrief



High performance organizations such as professional sporting organizations and world class selling organizations embrace the debrief to advance their outcomes. This discipline can be especially impactful for companies focused on the introduction of disruptive technologies and those with complex sales processes or customized services. It can be argued that with the implementation of a well-executed debrief, the leaky, open ended sales funnel becomes a closed loop, recapturing spent resources to drive more productive outcomes.