By definition your strategy is right and your sales model is right – so what could possibly go wrong? Well, my experience shows that the one thing most likely to trip you up is 'execution'. More...
On the radio today the medics were describing a major breakthrough in the treatment of cancer. Instead of searching for conventional drugs which are expensive in time and money, they’re genetically modifying the patient’s own cells to go hunt down and kill the cancer cells. Early trials are indicating a better than 80% success rate.
This is not ‘thinking outside the box’ – this is a ‘new box’. More...
Most products, services and solutions in the B2B space are perceived as commodities and are purchased on price regardless of their sophistication. If we don’t want them to be purchased that way we have to change the customers’ perception. That thought leads to two questions; Whose perception must we change? and Once we have the answer to 1 we can then ask - change their perception to what? More...
Causality relates to the problem of determining the primary cause of value generation. Many organisations would like to buy and sell on the basis of 'Value' delivered and received. Such arrangements tend to founder because it is all too easy for the customer to argue that events unconnected with supplier activity either caused the value to be delivered or contributed significantly to it. More...
Search Google for Sales Team Performance and you'll get well over 39 million results. Page after page of companies offering to improve your sales team performance if you'll only spend your training budget with them. I'm sure they're probably right; training the sales team will improve their performance, won't it... More...
Product versus ‘Solution’ selling: they’re different and your sales people will require a new mindset and tools. More...
Some thoughts on why your B2B profit might not be growing as fast as it could. More...
Lucidus is a privately owned, independent Management Consultancy that was founded in 1989. It provides impartial and objective advice to Government Departments, Agencies and the Executive Boards of private sector companies that recognize the need for robust value management strategies in support of investment in major change programmes.
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