Dear Justin, In our company, we are followers of TOC school of thinking. We know, now our limitation is in Sales. We were looking around and found your...
... Thanks a lot!!!! Juan Carlos =|JRM: No problems. That's why this forum is here. Just be sure to share the conclusions you reach -- and your experiences...
Juan Carlos wrote: My question is the following: If we follow the TOC process, we should: 1.- Identify the constraint (in our case, sales), 2.- Exploit (sell...
Dear Jim, I think most of us are "TOC philosophy followers" so I thought it was better not to do a too long post. On the other hand, I have read at least 5...
Hi Jaun The process of creating a Mafia Offer is not as easy as it seems. It must say something to your prospects that "stops them in their tracks". It cannot...
Hi, Juan It's Not Luck is sort of the genesis of the unrefusable offer. I suppose you have read it. I too feel unable to develop one. The made up stories are...
Hi, All I suppose this is off the topic of this group, but maybe better here than the other TOC group I subscribe to. I read "We All Fall Down" this week....
Juan Carlos Your post is typical of people who have read the books and found them wanting in terms of completeness. The truth is that as far as Dr Goldratt is...
Hi Larry As someone who loves TP this is an interesting one to answer. If you have studied the three (plus) UDE method (Or even the CCRT approach) then the ...
Bryan sent me the following. Lisa Lang runs workshops designed to help organisations create 'mafia' offers. I'm posting it because it is, in itself, a good...
Dear colleagues, Thanks a lot for your inputs. I will keep on studying and trying. But something "irrefusable", difficult to copy, pricing empowering and in ...
Here's another example of an offer that may qualify as a Mafia Offer. I created it many years ago (pre-TOC) for a coffin and casket manufacturer. I don't know...
Hi Juan, Two important points here: A) Having a mafia offer, does not mean it will sell itself. And even if you succeed in selling it there is the very...
Hi All, Also, one issue Justin touched on his earlier reply is that nowadays Eli Goldratt himself does not like to refer to Policies as constraints (so the...
Hi Guys I disagree, I can send you a Policy 'constraint' where the more the organisation implemented it the less profits they got and when they implemented it...
Hi, Humberto Thanks! Woderful input. I might try to convert it to a PRT and/or TRT. Regards, Larry Leach =|JRM: PRT and TRT stand for Prerequisite Tree and...
Justin Can you tell us by how much your clients sales increased? Bryan =|JRM: Sadly, I can't. As I mentioned in my original post, this was just a one-day...
Hi Justin, ... system (they can set it up to fail). ... refer to these policies, we do ... something that we (of all people) ... Actually one realization - in...
In the most recent TOC presentations, TOC experts have done an effort to communicate that constraint is equivalent to leverage point. This means that if you...
I have a couple of clients waiting for an answer to an important question regarding promotion. I have established DBR and buffer management and have revealed ...
Hi Humberto I find this interesting. In this example, what would the actual offer sound like to the market? Thanks Bryan ... TOC ... apart ... delivering ... ...
Thanks plenty Justin! I have forwarded your response to my client.Would you let me know if he takes you up on your offer to review his ads? Bryan =|JRM: If he...
In her third term as Prime Minister, Margret Thatcher famously said, "... there's no such thing as society." She went on to say, "There are [just] individual...
Hi Bryan, Sorry for the delay, this post got caught up in my spam filter. In this case it would be something of the kind: "All questions answered in 24hs or...
Hi, this is Jason. I work with Justin at Ballistix. I have just uploaded a few excerpts from Justin's presentation at the Annual CMG conference to You Tube. I...
This afternoon I have been re-reading the article "Working with resellers" from the book "Reengineering the sales process". I would like to improve my...
Juan, If you really want to "make a new market", then you may find Blue Ocean Strategy worth reading. It talks about how to create new products in new...
Thanks a lot. I am looking for the generation of "consumer pull". I have read "Blue Ocean". I did a translation to spanish and gave it to the other members of...
Mid next week, I will host our very first Webinar. This free, 60-minute event will explore the application of Sales Process Engineering to Major-account...
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