by Sam Klaidman | Oct 16, 2017 | Growth
Selling is about making it easy for your prospect or customer to buy. This transformation takes service contract selling into the 21st century and is powered by new marketing ideas and concepts. Tiered service contracts When tiered service contracts were introduced...
by Sam Klaidman | Oct 9, 2017 | Growth
Introduction to innovation Clayton Christensen, Tony Ulwick, and others have written extensively about innovating using the Jobs To Be Done (JTBD) theory. The basic idea of JTBD is that everyone at work and everywhere else is working to achieve one or more essential...
by Sam Klaidman | Oct 2, 2017 | Growth
Entering a relationship When we start dating a new person, there are four possible outcomes for the relationship: Both mutually decide there is no further interest One of you can choose not to continue the relationship You can enter a long-term relationship until one...
by Sam Klaidman | Jul 10, 2017 | Growth
A Sales, Manufacturing, and Service meeting about a new customer Imagine you head up a large capital equipment manufacturing business’s aftermarket service business. One day you and the head of manufacturing received a meeting invitation from one of the...
by Sam Klaidman | Jun 12, 2017 | Customer Loyalty
The Apostle model demonstrated the relationship between customer satisfaction and customer loyalty. If you are working in a zone of indifference, your customers are vulnerable to new offers to purchase. When designing your services, products, or customer interaction,...
