Business901

A serial entrepreneur having founded multiple start-up companies, including one of the first profitable Internet enterprises. Eric V. Holtzclaw is the Founder/CEO of Laddering Works, a marketing strategy firm. He has spent 20+ years creating opportunity by identifying and capitalizing on emerging trends and disruptions to business. His professional experience includes: founding multiple successful start-up companies, including one of the first profitable Internet enterprises, and serving as the strategic lead in the implementation of dozens of products and services worldwide. His last company appeared on the Inc. 5000 list three years in a row. In summary you could say Eric advises clients on the “whys” of business: Why customers buy, Why teams work and The all-important “entrepreneurial why”. Eric’s new book is Laddering: Unlocking the Potential of Consumer Behavior.

A serial entrepreneur having founded multiple start-up companies, including one of the first profitable Internet enterprises. Eric V. Holtzclaw is the Founder/CEO of Laddering Works, a marketing strategy firm. He has spent 20+ years creating opportunity by identifying and capitalizing on emerging trends and disruptions to business. His professional experience includes: founding multiple successful start-up companies, including one of the first profitable Internet enterprises, and serving as the strategic lead in the implementation of dozens of products and services worldwide. His last company appeared on the Inc. 5000 list three years in a row. In summary you could say Eric advises clients on the “whys” of business: Why customers buy, Why teams work and The all-important “entrepreneurial why”. Eric’s new book is Laddering: Unlocking the Potential of Consumer Behavior.

A serial entrepreneur having founded multiple start-up companies, including one of the first profitable Internet enterprises. Eric V. Holtzclaw is the Founder/CEO of Laddering Works, a marketing strategy firm. He has spent 20+ years creating opportunity by identifying and capitalizing on emerging trends and disruptions to business. His professional experience includes: founding multiple successful start-up companies, including one of the first profitable Internet enterprises, and serving as the strategic lead in the implementation of dozens of products and services worldwide. His last company appeared on the Inc. 5000 list three years in a row. In summary you could say Eric advises clients on the “whys” of business: Why customers buy, Why teams work and The all-important “entrepreneurial why”. Eric’s new book is Laddering: Unlocking the Potential of Consumer Behavior.

What sets apart the The Challenger Sales Reps? Who so happen to be the most successful sales reps. In the book, The Challenger Sale: Taking Control of the Customer Conversation author Matt Dixon points out are six attribute that showed them statistically significant in defining someone as a Challenger rep: Offers the customer unique perspectives Has strong two-way communication skills Knows the individual customer s value drivers Can identify economic drivers of the customers business Is comfortable discussing money Can pressure the customer Matt Dixon, an executive director of strategic research at CEB, has an unrelenting drive to find the answers to questions senior executives often take for granted. For more than 15 years, Matt has worked to uncover the truth behind many pillars of conventional wisdom in sales and customer service, often overturning long-held assumptions that are costing companies dearly in terms of wasted money and lost market opportunity. Matt was my podcast guest last week, Need Customers, Create an Effortless Experience, where we discussed his latest book, The Effortless Experience: Conquering the New Battleground for Customer Loyalty. This podcast will get you up to speed on the latest thoughts on one of the most significant sales book written in the past several years. My Thoughts about The Challenger Sale: Lean Salespeople are Challengers, not Problem Solvers Lean Engagement Team Marketing with Lean Book Series

What sets apart the The Challenger Sales Reps? Who so happen to be the most successful sales reps. In the book, The Challenger Sale: Taking Control of the Customer Conversation author Matt Dixon points out are six attribute that showed them statistically significant in defining someone as a Challenger rep: Offers the customer unique perspectives Has strong two-way communication skills Knows the individual customer s value drivers Can identify economic drivers of the customers business Is comfortable discussing money Can pressure the customer Matt Dixon, an executive director of strategic research at CEB, has an unrelenting drive to find the answers to questions senior executives often take for granted. For more than 15 years, Matt has worked to uncover the truth behind many pillars of conventional wisdom in sales and customer service, often overturning long-held assumptions that are costing companies dearly in terms of wasted money and lost market opportunity. Matt was my podcast guest last week, Need Customers, Create an Effortless Experience, where we discussed his latest book, The Effortless Experience: Conquering the New Battleground for Customer Loyalty. This podcast will get you up to speed on the latest thoughts on one of the most significant sales book written in the past several years. My Thoughts about The Challenger Sale: Lean Salespeople are Challengers, not Problem Solvers Lean Engagement Team Marketing with Lean Book Series

What sets apart the The Challenger Sales Reps? Who so happen to be the most successful sales reps. In the book, The Challenger Sale: Taking Control of the Customer Conversation author Matt Dixon points out are six attribute that showed them statistically significant in defining someone as a Challenger rep: Offers the customer unique perspectives Has strong two-way communication skills Knows the individual customer s value drivers Can identify economic drivers of the customers business Is comfortable discussing money Can pressure the customer Matt Dixon, an executive director of strategic research at CEB, has an unrelenting drive to find the answers to questions senior executives often take for granted. For more than 15 years, Matt has worked to uncover the truth behind many pillars of conventional wisdom in sales and customer service, often overturning long-held assumptions that are costing companies dearly in terms of wasted money and lost market opportunity. Matt was my podcast guest last week, Need Customers, Create an Effortless Experience, where we discussed his latest book, The Effortless Experience: Conquering the New Battleground for Customer Loyalty. This podcast will get you up to speed on the latest thoughts on one of the most significant sales book written in the past several years. My Thoughts about The Challenger Sale: Lean Salespeople are Challengers, not Problem Solvers Lean Engagement Team Marketing with Lean Book Series

How much of your business innovation focuses on ease of use versus being on the cutting edge? How much of Apple’s success was a result of making things simpler to use versus being innovated? Few Apple products were first to market; they usually were 3rd or 4th to market. However, they always excelled at USE or as Matt Dixon’s new book is titled, The Effortless Experience: Conquering the New Battleground for Customer Loyalty. Matt Dixon, an executive director of strategic research at CEB, has an unrelenting drive to find the answers to questions senior executives often take for granted. For more than 15 years, Matt has worked to uncover the truth behind many pillars of conventional wisdom in sales and customer service, often overturning long-held assumptions that are costing companies dearly in terms of wasted money and lost market opportunity. I started the podcast and engaged Matt Dixon about his book, The Challenger Sale: Taking Control of the Customer Conversation but found his new book equally as fascinating. Get ready because Matt is such a fast talker that in these podcast he says more than the average podcast that is typically twice as long. So much information and so quickly that I decided to split the podcast in half with this one concentrating on The Effortless Experience.

How much of your business innovation focuses on ease of use versus being on the cutting edge? How much of Apple’s success was a result of making things simpler to use versus being innovated? Few Apple products were first to market; they usually were 3rd or 4th to market. However, they always excelled at USE or as Matt Dixon’s new book is titled, The Effortless Experience: Conquering the New Battleground for Customer Loyalty. Matt Dixon, an executive director of strategic research at CEB, has an unrelenting drive to find the answers to questions senior executives often take for granted. For more than 15 years, Matt has worked to uncover the truth behind many pillars of conventional wisdom in sales and customer service, often overturning long-held assumptions that are costing companies dearly in terms of wasted money and lost market opportunity. I started the podcast and engaged Matt Dixon about his book, The Challenger Sale: Taking Control of the Customer Conversation but found his new book equally as fascinating. Get ready because Matt is such a fast talker that in these podcast he says more than the average podcast that is typically twice as long. So much information and so quickly that I decided to split the podcast in half with this one concentrating on The Effortless Experience.

How much of your business innovation focuses on ease of use versus being on the cutting edge? How much of Apple’s success was a result of making things simpler to use versus being innovated? Few Apple products were first to market; they usually were 3rd or 4th to market. However, they always excelled at USE or as Matt Dixon’s new book is titled, The Effortless Experience: Conquering the New Battleground for Customer Loyalty. Matt Dixon, an executive director of strategic research at CEB, has an unrelenting drive to find the answers to questions senior executives often take for granted. For more than 15 years, Matt has worked to uncover the truth behind many pillars of conventional wisdom in sales and customer service, often overturning long-held assumptions that are costing companies dearly in terms of wasted money and lost market opportunity. I started the podcast and engaged Matt Dixon about his book, The Challenger Sale: Taking Control of the Customer Conversation but found his new book equally as fascinating. Get ready because Matt is such a fast talker that in these podcast he says more than the average podcast that is typically twice as long. So much information and so quickly that I decided to split the podcast in half with this one concentrating on The Effortless Experience.

Dr. John Terninko has integrated his diverse experience base (electrical engineering, operations research, organizational development, teaching, continuing education and management consultation) to develop a unique intervention style for organizations. He has been teaching and using TRIZ for 13 years. Consistent with his professional life of being on the cutting edge in QFD and Taguchi for 23 and 27 years, respectively, John has integrated TRIZ, QFD and Taguchi in his approach to design problems. I can honestly say that John’s Step-by-Step QFD: Customer-Driven Product Design, Second Edition book, besides being on Amazon.com's top 50 Management book list, is the “raggiest” book on my bookshelf. His Systematic Innovation: An Introduction to TRIZ (Theory of Inventive Problem Solving) (APICS Series on Resource Management) is being used by universities and industry for training. John has been advocating getting out of the office and seeing customer for over thirty years. It was my honor to have him on the podcast. Lean Sales and Marketing: Learn about using CAP-Do Marketing with Lean Book Series

Dr. John Terninko has integrated his diverse experience base (electrical engineering, operations research, organizational development, teaching, continuing education and management consultation) to develop a unique intervention style for organizations. He has been teaching and using TRIZ for 13 years. Consistent with his professional life of being on the cutting edge in QFD and Taguchi for 23 and 27 years, respectively, John has integrated TRIZ, QFD and Taguchi in his approach to design problems. I can honestly say that John’s Step-by-Step QFD: Customer-Driven Product Design, Second Edition book, besides being on Amazon.com's top 50 Management book list, is the “raggiest” book on my bookshelf. His Systematic Innovation: An Introduction to TRIZ (Theory of Inventive Problem Solving) (APICS Series on Resource Management) is being used by universities and industry for training. John has been advocating getting out of the office and seeing customer for over thirty years. It was my honor to have him on the podcast. Lean Sales and Marketing: Learn about using CAP-Do Marketing with Lean Book Series

Dr. John Terninko has integrated his diverse experience base (electrical engineering, operations research, organizational development, teaching, continuing education and management consultation) to develop a unique intervention style for organizations. He has been teaching and using TRIZ for 13 years. Consistent with his professional life of being on the cutting edge in QFD and Taguchi for 23 and 27 years, respectively, John has integrated TRIZ, QFD and Taguchi in his approach to design problems. I can honestly say that John’s Step-by-Step QFD: Customer-Driven Product Design, Second Edition book, besides being on Amazon.com's top 50 Management book list, is the “raggiest” book on my bookshelf. His Systematic Innovation: An Introduction to TRIZ (Theory of Inventive Problem Solving) (APICS Series on Resource Management) is being used by universities and industry for training. John has been advocating getting out of the office and seeing customer for over thirty years. It was my honor to have him on the podcast. Lean Sales and Marketing: Learn about using CAP-Do Marketing with Lean Book Series

Dr. Joey Faucette (@drjoey) is the internationally known author of the #1 Amazon best-seller, Work Positive in a Negative World: Redefine Your Reality and Achieve Your Business Dreams. He is the founder of Listen to Life, a business coaching company that helps owners, leaders, sales professionals, managers, and others to achieve their business dreams primarily through his coaching programs, “7 Weeks to Work Positive” and “The Work Positive Master Coaching Program.” He is also the founder of the Positive Media Network, a fully customizable online streaming music marketing tool (described in podcast). Dr. Joey’s specialties include broadening outcomes, collaborative team building, increasing productivity and lowering turnover. He is an exceptional speaker and was a great podcast guest. Hint: He makes it sound easy!

Dr. Joey Faucette (@drjoey) is the internationally known author of the #1 Amazon best-seller, Work Positive in a Negative World: Redefine Your Reality and Achieve Your Business Dreams. He is the founder of Listen to Life, a business coaching company that helps owners, leaders, sales professionals, managers, and others to achieve their business dreams primarily through his coaching programs, “7 Weeks to Work Positive” and “The Work Positive Master Coaching Program.” He is also the founder of the Positive Media Network, a fully customizable online streaming music marketing tool (described in podcast). Dr. Joey’s specialties include broadening outcomes, collaborative team building, increasing productivity and lowering turnover. He is an exceptional speaker and was a great podcast guest. Hint: He makes it sound easy!

Dr. Joey Faucette (@drjoey) is the internationally known author of the #1 Amazon best-seller, Work Positive in a Negative World: Redefine Your Reality and Achieve Your Business Dreams. He is the founder of Listen to Life, a business coaching company that helps owners, leaders, sales professionals, managers, and others to achieve their business dreams primarily through his coaching programs, “7 Weeks to Work Positive” and “The Work Positive Master Coaching Program.” He is also the founder of the Positive Media Network, a fully customizable online streaming music marketing tool (described in podcast). Dr. Joey’s specialties include broadening outcomes, collaborative team building, increasing productivity and lowering turnover. He is an exceptional speaker and was a great podcast guest. Hint: He makes it sound easy!