by Sam Klaidman | Aug 22, 2019 | Customer Value Creation
Nearly two years ago, I wrote a post called Creating Lasting Shareholder Value By Creating Customer Value. This was the opening paragraph: Are you responsible for maximizing or helping to maximize shareholder value? Are you tired of hit-or-miss actions and the annual...
by Sam Klaidman | Jan 9, 2019 | Growth
Successful selling is the objective of product and aftermarket salespeople. Successful selling is an outcome that many businesses fail to achieve. Even with the uncertainty of fluctuating revenue, margin, and profits, our sales and marketing efforts are still selling...
by Sam Klaidman | Jun 5, 2018 | Growth
Congratulations on Joining the Ranks of Service Leadership A significant step is getting promoted from Regional or National Field Service Manager to Director or Vice President of Field (or Customer) Service. Suppose you are fortunate to have recently made this...
by Sam Klaidman | Feb 19, 2018 | Customer Value Creation
Why do people buy your products and services? People buy your products because they need the outcomes they get from using them, not because they want to use your service eventually. They traded their cash for your product because they expect the business outcome they...
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...