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What type of innovation is your customer buying?

In a recent opinion column Clayton M. Christensen, author of The Innovators Dilemma, identifies three types of innovation that drive capital markets: Empowering innovations, sustaining innovations, and efficiency innovations. Mr. Christensen’s hypothesis is that all three innovation types are needed for a robust, fully functioning economy.

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Insights from The Art of the Sale

In The Art of the Sale: Learning from the Masters About the Business of Life Philip Delves Broughton provides non-sales folks a glimpse into the world of sales by profiling a range of successful sales professionals ranging from an antiques dealer in Morocco to a global sales rep for a commercial airplane manufacturer. Along the way he provides his perspective on sales seminars – that at the end of the day they serve the purpose of recharging sales people so they can climb back into the trenches.

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Most strategic plans are financial plans in disguise

In a recent column in CIO magazine Daniel Burrus points out the flaw he sees in many strategic plans by saying, “Most strategic plans are financial plans in disguise” and goes on to say that a strategy built around maximizing profits in the near-term limits long-term growth activities.

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Marketing social business technology

Times have changed since 2000 when Wally remarked to Dilbert “I’m hoarding my knowledge in case I ever need it”.  The MIT Sloan Management Review just released a new study, “Social Business: What are companies really doing?” that quantifies trends in adoption of social business initiatives and expectations for their future value.

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Satisfaction, NPS, Share of Wallet and other Holy Grails

At Isurus we believe that the best approach is to keep tabs on many facets of the relationships you have with customers and prospects and use these metrics to help inform business decisions rather than on managing around a set of high level metrics.

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