Category

Strategy
New Normal Supply Chain
07
May

How a Manufacturing Company Jumpstarted Orders in April

With a global pandemic afoot and their competitors are waiting for what the New Normal will look like, this company made the strategic decision to launch an online configuration tool that jumpstarted their sales, remotely.
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30
Apr

Remote Control: Virtual Planning Lessons

Building a consensus is hard. Sometimes it's best to get in a room and hash it out on the whiteboard until everyone understands what is going on. But what if you can't gather in a room, can you still collaborate?
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23
Apr

When life gives you VUCA, can you still make a sports metaphor?

There's comfort in a sports metaphor, especially in uncertain times. The predictability of the framework provides an illusion of normalcy even if we later reflect and wonder what the hell is going on.
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16
Apr

Visual CPQ: Giving Customers What They Want

An effective solution functions as an experience and not just an order taker. In addition to accurate specifications and product information, CPQs that result in purchase include product comparisons, specification explanations, and visualizations. These are the things that differentiate you from the competition. Customers often buy because it’s an exceptional experience. 
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Work From Home
10
Apr

What if Sales People Were Human all Along?

Sales, at its core, is a human experience. The basic truth is that people buy from people they know, people they like and people they trust. As we are being socially distanced, our emotional connections have been drawn closer.
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03
Apr

Where’s the Playbook for Leading During a Pandemic?

We’re all in uncharted territory, but we’re finding a VUCA(ish) approach useful for making meaningful and actionable decisions, and are applying it to client problems.
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