Dec 5, 2016

Getting Started with Jobs To Be Done

Getting Started with Innovation, Jobs to be Done?

 

Tony Ulwick has turned jobs-to-be-done theory into the world’s most powerful innovation process: Outcome-Driven Innovation (ODI). This patented innovation process is the cornerstone of their success. Tony has evolved the innovation process from an art to a science. first introducing his work in What Customers Want: Using Outcome-Driven Innovation to Create Breakthrough Products and Services, and now taking it to another level in his new book,Jobs to be Done: Theory to Practice.

 

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Dec 4, 2016

Origin of Jobs To Be Done

The Origin of Jobs To Be Done Theory (JTBD) and the practice of Outcome-Driven Innovation (ODI)

 

Tony Ulwick has turned jobs-to-be-done theory into the world’s most powerful innovation process: Outcome-Driven Innovation (ODI). This patented innovation process is the cornerstone of their success. Tony has evolved the innovation process from an art to a science. first introducing his work in What Customers Want: Using Outcome-Driven Innovation to Create Breakthrough Products and Services, and now taking it to another level in his new book,Jobs to be Done: Theory to Practice.

 

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Nov 30, 2016

Money Side of Sales: Commissions and ROI

This week I am honored to present a 5-part series on Sales Prospecting that is a result of an hour-long interview with The Sales Hunter. This is part five  of five. Mark Hunter believes the success of a company depends on the success of the sales team and the sales managers. As Mark Says, “Selling on price is not selling, it’s taking orders. Selling is about increasing the value the customer is going to receive which results in the price being maximized. All of this starts with the salesperson and their sales motivation & sales competency.” This led to a few questions like how big of a part does sales commissions play in it and how do we measure ROI in sales?

 

Mark document this knowledge in his book, High-Profit Selling: Win the Sale Without Compromising on Price and his new book which our conversation centered on High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

 

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Nov 29, 2016

Who Should Sales Prospect in Your Company?

This often seems like a simple question but the answer today can range from everyone to outsourcing. Mark Hunter definitely does NOT answer this question with "it depends".  This is a continuation of the 5-part series on Sales Prospecting with The Sales Hunter. This is part four of five. Mark document this knowledge in his book, High-Profit Selling and his new book which our conversation centered on High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

 

Mark Hunter believes the success of a company depends on the success of the sales team and the sales managers. As Mark Says, “Selling on price is not selling, it’s taking orders. Selling is about increasing the value the customer is going to receive which results in the price being maximized. All of this starts with the salesperson and their sales motivation & sales competency.”

 

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Nov 28, 2016

Salesperson’s Guide to Social Media

Mark Hunter and I discuss how to use Social Media and a few other practices for a Salesperson in a continuation of the 5-part series on Sales Prospecting with The Sales Hunter. This is part three of five. Mark document this knowledge in his book, High-Profit Selling and his new book which our conversation centered on High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

 

Mark Hunter believes the success of a company depends on the success of the sales team and the sales managers. As Mark Says, “Selling on price is not selling, it’s taking orders. Selling is about increasing the value the customer is going to receive which results in the price being maximized. All of this starts with the salesperson and their sales motivation & sales competency.”

 

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Nov 27, 2016

Getting Started Sales Prospecting

Get Started Sales Prospecting is a continuation of the 5-part series on Sales Prospecting with The Sales Hunter. This is part two of five. Mark Hunter believes the success of a company depends on the success of the sales team and the sales managers. Mark document this knowledge in his book, High-Profit Selling and his new book which our conversation centered on High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

 

As Mark Says, “Selling on price is not selling, it’s taking orders. Selling is about increasing the value the customer is going to receive which results in the price being maximized. All of this starts with the salesperson and their sales motivation & sales competency.”

 

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Nov 26, 2016

Profitable Sales Prospecting

This week I am honored to present a 5-part series on Sales Prospecting that is a result of an hour-long interview with The Sales Hunter. This is part one of five. Mark Hunter believes the success of a company depends on the success of the sales team and the sales managers. Selling on price is not selling, it's taking orders. Selling is about increasing the value the customer is going to receive which results in the price being maximized. All of this starts with the salesperson and their sales motivation & sales competency.

 

Mark document this knowledge in his book, High-Profit Selling: Win the Sale Without Compromising on Price and his new book which our conversation centered on High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

 

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Nov 23, 2016

Event Model Canvas Interview

This is the entire compilation of the interview with Ruud Janssen. Ruud is the co-author of a new book, Event Design Handbook: Systematically Design Innovative Events Using the EventCanvas,

An overview of the book: 

Event design is a new approach to systematically decompose and recompose the success of events. By using the #EventCanvas template, one can identify where and for whom the event can be innovated. It is a handbook to document, discuss, and design events worth attending, and illustrates good event design.

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Nov 22, 2016

Can You Build on-Demand Teams?

Lisa Hufford founded Simplicity Consulting in 2006 as a result of her own shift from the corporate world to the world of consulting. She partners with companies of all sizes to help them go to market faster by tapping specialized project based talent and teaches professionals how to leverage their expertise and deliver value to clients. Her new book, Navigating the Talent Shift: How to Build On-Demand Teams that Drive Innovation, Control Costs, and Get Results discusses the ever-changing workforce and how to take advantage of it. 

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Nov 20, 2016

How to Create Opportunity

Dr. Marc Sniukas is a global expert on strategic innovation for new growth and renewal, co-founder of Business Model Gallery - The World's Largest Business Model Database, and adjunct professor of business innovation. Learn more about Marc at www.sniukas.com.

The Art of Opportunity: How to Build Growth and Ventures Through Strategic Innovation and Visual Thinking offers a path toward new growth, providing the perspective and methods you need to make innovation happen.  Written by a team of experts with both academic and industry experience—and a client roster composed of some of the world’s leading companies—this book provides you with the necessary tools to help you capture growth instead of chasing it.

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Nov 16, 2016

Using Stories to Sell

Paul Smith is one of the world’s leading experts on organizational storytelling. He’s a keynote speaker, storytelling coach, and author of the bestselling Lead with a Story already in its 8th printing and available in 6 languages around the world. His new book is Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale.

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Nov 13, 2016

Wunker on Jobs To Be Done

After many years of practice, this fall there seems to be a proliferation of material being published on the popular Jobs To be Done theory. One of the recent books on the subject is a long-time favorite author of mine, Steve Wunker. Steve's book, Jobs to Be Done: A Roadmap for Customer-Centered Innovation offers a perspective that most would associate with his longtime colleague, Clayton Christensen. Steve's first book, Capturing New Markets: How Smart Companies Create Opportunities Others Don't is a long time favorite of mine and still worth a read today.  

 

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