On Wednesday, October 3, I will be running a full-day Sales Process Engineering workshop in downtown Chicago, USA. The first half of the day will be an...
Hi, All I am here at Justin's invitation. My primary interest is improving the sales process for small consulting firms. I see that there are some posts on...
Hi Larry I've read your book and am a big fan. I was particularly interested in your comments in Chapter 11.8 (Future Direction) regarding the potential for...
I think a bigger problem is that that there is no pre-offer or mechanism developed to bring the prospects in. The thoughts of differentiation and value are...
Not at all, Justin! Just because consultants are experts on their field, doesn't mean they know how to articulate a unique selling proposition. Mark Woeppel ...
Ok - this is for my new enterprise. We offer management leadership and sales programs. Our target customer are those companies who do not have their own...
Hi, Bryan Thanks for your feedback. Your second paragraph fits me to a "T". I am working this problem with a couple of other consultants with a similar...
Hi, Justin I thought we were talking more about not closing contracts, than about not finding opportunities. At least, I was. I, for one, have sufficient...
Hello, This email message is a notification to let you know that a file has been uploaded to the Files area of the ballistix group. File : /Excerpt from...
ballistix@yahoogroups...
Aug 29, 2007 11:02 pm
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Welcome, Larry. I have the utmost respect for you and Bill Dettmer. My husband, Chuck, and I are commensing a formal study of change in general, why it is so...
Hi everyone, I have been interested in Justin's work and the TOC for a couple of years now and enjoy reading bits of this forum to know there is a community...
So how do you create the "jaw-dropping offer"? I'm having a hard time with this, so maybe you could help us: What is "jaw-dropping"? I'm sure that we can know...
Justin wrote: "We need to be precise in our usage of the word 'constraint'-. The constraint is the resource that is currently limiting the output of the system...
In a post on another thread, Jim writes: "You ... inaccurately call the constraint a resource that currently limits the output that limits the system. That...
Hi Justin You wrote: "JRM: Okay, here's my issue with the concept of 'policy constraints ..." Again, another inaccurate interpretation of what I wrote. I said...
Hi Justin I think you've hit on a very important point. I've heard Eli say that over 70% of constraints are in policies. I have experienced this myself and...
The lack of a resource - a physical constraint - points to a policy constraint. So it's very useful to think of constraint as the bottleneck resource, even...
Well done JIM - you are correct. Eli Goldratt said 'Someone who thinks he knows the answer is not open to new ideas'. He also said that behind every physical...
Hi Justin, Jim. The constraints (and CCRs) are still physical. Sometimes there are other constraints, but I have the strong impression that the distinction ...
Hi, All This may have been a thread here already. I don't know how to search and find out...but if someone recalls, then I'll search the hard way if necessary....
Hi I'd like to hear what you remember Justin and anyone else's comments. I guessing that you feel that NLP and SPIN are closing techniques and are less...
I will start by answering the question - What is the constraint and how do we find it: That my friend is the subject matter of TOC. And as Humberto rightly...
I'll relate the sales management experienced I referenced last night, then hopefully start a general thread on sales management in a later post. When I was in...
Justin When you say ... "While it was a little radical, this stuff worked." do you mean that closing rates went up? Bryan =|JRM: What actually happened is that...
Hi, Justin Your story contains many interesting lessons, I expect very dependent on the reciever. The overall message I got was that most "training" in the...
Larry wrote: "The overall message I got was that most "training" in the business environment deviates widely from what is known to work in the sports and ...
Hi All Try reverse roles. Imagine you've decided to buy a car. You've done the research, know what features you want and know what to expect to pay. You walk...
I've posted a file in the "Files" folder that outlines the changes in sales methods and management over the past 50 years. The emerging trend is that product...
Hi Justin Can you tell us what your most successful ad or promotional campaign is (or was)? What draws the crowds? What gets the business leaders to stop and...
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