OnPoint Insights

Fresh Perspectives & Big Ideas To Increase Productivity & Growth

Category Archives: Commercial & Customers

Truth About Sales: It’s More Than Just Coffee and Small Talk

By | Commercial & Customers, Sales | No Comments

“Don’t they realize that sales is not just about chatting over coffee like friends,” thinks the CEO, frustrated with a recent conversation over his sales teams’ expense reports. “Don’t they realize that sales is not just about chatting over coffee like friends,” thinks the account manager, frustrated after listening to…

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4 Steps To Create A ‘Where To Play/How To Win’ Strategy

By | Commercial & Customers, Customers, Leadership, Sales, Strategy & OGSM | No Comments

Every company that turns its lights on every day is competing. Winning is the aspiration, but there’s a big difference between competing and winning. Simply competing does not guarantee winning. Why do some companies win and some simply compete? Most companies have a strong notion of their aspiration to win…

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Internal Product Quality Is Not Customer Experienced Quality

By | Commercial & Customers, Customers, Strategy & OGSM | No Comments

When a product leaves our factory, it is handled, shipped, repackaged, and often modified before it gets to the end-user. We need to understand how the final product is received to fully understand our customer’s satisfaction with it. We have found that internally focused measures of quality may not fully…

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