Feb 21, 2017

Value Propositions with Cindy Barnes

This is a compilation of the entire interview with Cindy Barnes. Cindy co-authored the book, Creating and Delivering Your Value Proposition: Managing Customer Experience for Profit, showing readers how to build, deliver and harness value propositions to create profitable growth for a business, by utilizing the experience of clients and customers. It provides guidance for business leaders – demonstrating why having a strong value proposition is so important for a company.

 

Cindy Barnes is a business innovator and strategist. She founded Futurecurve after many years with Capgemini where she led service development, sales, marketing, co-created new business units and was a client-side consultant. Follow Cindy on Twitter: @cindy_barnes

 

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Feb 19, 2017

Kata Training Audio Book

This is a collection of Business901 podcasts on Kata Training. It is about 3-hours in length and features the following guests: 

 

The Learning Factor Inc. is a Vancouver-based organization dedicated to making business and labor smarter about learning through innovations in workplace education. Tracy Defoe does this is a variety of ways and one her favorites is the Toyota Kata. In her organization, Tracy plays the role of Chief Education Organizer. 

 

Yours truly, Joe Dager discussing the subject of the Marketing Kata. Marketing Katas have come about from my work as a Lean practitioner specializing in Service Design and Sales and Marketing. During this time, I have developed a process of using Kata in my marketing as the basic way I become involved with clients. Unless you have developed a standard practice, marketing is not anything more that an experiment. Kata is a way of doing. A way of developing structured practice routines. 

 

Pat Boutier, co-author of The 7 Kata: Toyota Kata, TWI, and Lean Training, that question and below was his reply.  The book received the Shingo Award for Research and Professional Publications from the Shingo Prize for Operational Excellence. It discusses the blend of Training within Industry (TWI) with Kata in a very unique way.

 

Shingo Prize winning author, Conrad Soltero. Conrad won the Shingo Prize as the principal author of The 7 Kata: Toyota Kata, TWI, and Lean Training. It was published in 2012 by Productivity Press. He works at the Texas Manufacturing and Assistance Center or TMAC as we’ll call it and is a Shingo prize examiner.

 

Brandon Brown delivers tangible and sustainable continuous improvement results as a Toyota KataCoach and Lean Instructor/Facilitator as an Associate for the W3 Group. Since 2006, Brandon has been a Professor of Operations Management at the University of Arkansas in Fayetteville teaching courses in the Industrial Engineering department such as Lean Production and Leadership Principles and Practices for the Master of Science in Operations Management degree program.

 

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Feb 16, 2017

Applying Lean and Agile in Managed Services

Wayne Walton is the North America CRM Practice Manager at eBECS. Wayne helps sales and marketing professionals by making their life easier through implementing Dynamics CRM and Marketing systems so that people can get out from in front of the screen and go do their job. 

 

eBECS is a specialist in total Microsoft Business Solutions, designing and delivering Lean and agile solutions globally for customers in Manufacturing, Distribution, Retail, Services, Not-for-profit and other related sectors.

 

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Feb 14, 2017

Be a Fanatic about Sales Prospecting

Jeb Blount is a Sales Acceleration Specialist who helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design.

 

Through his companies—Sales Gravy, Channel EQ, Level 4 Training, and Innovate HCG—Jeb advises many of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on sales, leadership, customer experience, channel development, and strategic account management.

 

Jeb Blount’s Author Page: http://amzn.to/2jR3zuP

 

His latest Books:

 

Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling http://amzn.to/2jkM7Op

 

Sales EQ: The Ultimate Guide to Leveraging Sales Specific Emotional Intelligence to Close Any Deal http://amzn.to/2ixsuBy

 

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Feb 12, 2017

Training Within Industry Audio Book

This is a collection of Business901 podcasts on Training within Industry. It is about 2-hours in length and features the following guests.

 

 Jim Huntzinger, president of Lean Frontiers, has researched at length the evolution of manufacturing in the United States with an emphasis on lean’s influence and development. He has researched and worked to re-deploy TWI (Training Within Industry) within industry and uncovered its tie with the Toyota Way.

 

Mark Warren, of Tesla2 Inc. has decades years of experience working with Tier 1 and 2 suppliers to improve their manufacturing productivity and quality. He travels the world to learn and teach about Lean and most specifically TWI.

 

The practical nature of the TWI program makes it the ideal vehicle to commence leader capability development. So much so, that Oscar practices the skills in his everyday working life. Oscar Roche is the Director of Training Within Industry Institute in Australia.

 

Skip Stewart made new discoveries about standard work when he transferred to the healthcare industry to introduce Lean practice into Baptist Memorial Health Care, a network of 14 hospitals in the Memphis and surrounding area. It was there he was introduced to TWI and he quickly realized the power of good training practice in the healthcare field.

 

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Feb 9, 2017

Wunker on Jobs To Be Done (Audio Only)

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.  

 

 This was previously published as a video series.

 

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Feb 7, 2017

Transitioning from Launch to Market Leadership

Ken Rutsky helps B2B growth company executives in Sales, Marketing and the C-Suite to breakthrough, achieve and grow market leadership in new and existing markets. His clients not only lead, they improve key sales and marketing metrics like leads to revenue and opportunities to close. Ken has spent 20+ years in B2B marketing roles, launching the Intel Inside broadcast co-op program in 1991 and the Internet’s first affiliate marketing program, Netscape Now. Also,  he has been CMO at several start-ups and ran Network Security Marketing at McAfee. Presently, he has his own consulting practice that includes FireEye, Nimsoft and others and has generated over $6B of shareholder value through IPOs and acquisitions, while several others have reached private equity valuations of $1B+.

 

His new book is Launching to Leading which can be found all the major bookstores and on Amazon at: http://amzn.to/2lc7lLS

 

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Feb 5, 2017

Lean Construction Audio Book

This is a compilation of a series of podcasts that I have done with Lean Construction folks. It is about 3 hours in length.

 

At the time, Gregory A. Howell was the managing director of theLean Construction Institute(LCI), a non-profit organization devoted to production management research in design and construction.The Last Planner(sometimes referred to as the Last Planner SystemTM) is a production planning system designed to produce predictable workflow and rapid learning in programming, design, construction and commissioning of projects.

 

Alan Mossman of The Change Business trained as an architect and worked for many years in management and organization development. He only returned to construction in 2000 building on his knowledge and understanding of collaboration, systems thinking, quality and lean. An accredited UK based Last Planner trainer; he has coached teams implementing Lean and Last Planner for a wide range of clients in Europe, Africa, and Australia

 

Larry Rubrich of WCM Associates LLC has over 35 years of experience in engineering and manufacturing in the automotive, industrial, and consumer product areas. Larry spent time in Japan studying Japanese management and manufacturing techniques working directly with top-level Japanese consulting group hired by a U.S. company to implement the Toyota Production System (TPS) in its plants. Larry is the author of An Introduction to Lean Construction.

 

Dave MacNeel of On Point Lean Consulting: Lean Construction was my guest this week on the podcast. On Point Lean Consulting provides on-site Lean Construction coaching and training for owners, builders, and designers looking to improve the delivery of capital projects. Dave has a few great stories as he went from project management, introducing Lean into a construction company and now serving as a consultant to the industry.

 

Scott Sedam is President of TrueNorth Development, an internationally-known consulting and training firm focused exclusively on the building industry. Now in its fifteenth year with a staff of 6 field consultants, TrueNorth conducts consulting projects and training workshops with more than 200 builder, supplier & trade clients in the U.S., Canada, Australia and Mexico. Todd Hallett, AIA, President of TK Design & Associates, Inc. specializes in Lean Design and works, alongside Scott, in the trenches with builders, suppliers, and trade contractors.

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Feb 3, 2017

Using Stories to Sell (Audio)

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.

 

This was previously published as a video series.

 

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Feb 2, 2017

Sales Prospecting with The Sales Hunter

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.

 
This was previously published as a video series.

 

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Jan 31, 2017

The Agile Process in Marketing

Scott Brinker is the author of the book Hacking Marketing: Agile Practices to Make Marketing Smarter, Faster, and More Innovative.  Scott's goal was to help marketers at all levels — even those with no technical background or inclination — adapt marketing management to the wild and wonderful whirlwind of a world now dominated by software. Scott can be found on the web @ChiefMartec. 

 

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Jan 29, 2017

Simplification Audio Book

This is a compilation of 3 past podcasts on the subject of simplification.

 

Irene Etzkorn, is a worldwide authority on simplicity. As executive director of Simplification, she built the Simplification practice of Siegel+Gale. Her clients include the nation’s top banks, brokerage firms, insurance companies, utilities, and health care providers. Irene and Alan Siegel authored Simple: Conquering the Crisis of Complexity describing these practices.

 

Dr. Donald Sull  is a Senior Lecturer in the Technological Innovation, Entrepreneurship, and Strategic Management group at the MIT Sloan School of Management, where he teaches courses on Competitive Strategy and Strategy Execution in Volatile Markets. His book, Simple Rules: How to Thrive in a Complex World offers some great thoughts on reducing complexity.

 

Why Simple Wins author Lisa Bodell: As a globally recognized futurist and expert on innovation, Lisa Bodell ignites new thinking at every event with high energy, humor, and audience engagement. Lisa Bodell is an award-winning author and CEO of futurethink.

 

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