Guided selling strategies are the Rodney Dangerfield of online strategies. Relegated to navigating catalogs, serving up price and availability for commoditized products, or cobbling together endless combinations of bundles, guided selling strategies don’t get the respect they deserve. By not taking advantage of all that guided selling strategies can do, companies leave piles of money [...]
Bottom line: Today go get started on a customer satisfaction audit of your mass customization strategies and see what you find out. How far are you from delivering a kick ass experience for your customers? Be real because they are – and so are your competitors. Your future deepens on the passion for service your customers see.
Bottom line: Imagine if all the sales teams in your company decided to make the most important relationships cataloged in their Rolodex come alive again. That infusion of intensity and customer focus can change a company – and no sales team ever accomplished that going card after card in a Rolodex dialing for dollars.
The first step in implementing lean manufacturing in the front office is to identify your areas of waste in the customer-fulfillment process. Just as Toyota’s Taaichi Ohno identified seven elements of back-office waste, I’ve identified five wastes in the front office.
The top nine lessons for manufacturers to make themselves easier to do business with when it comes to selling higher margin, complex products.
Streamlining the quote-to-order process improves competitive advantage
