Monthly Archives: September 2009
Your in-house anthropologists
Uncovering Latent Needs Hamel and Prahalahad and others have pointed out the need for companies to uncover unarticulated customer needs. These needs may be called latent, tacit, sticky, contextual, or simply unarticulated needs. They may not be articulated because the client … Continue reading
Posted in Uncategorized
Tagged Abbie Griffin, anthropology, focus groups, Hamel, McQuarrie, Prahalahad, sales force, site visits, sticky information, tacit knowledge
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Listen to your salespeople!
Salespeople are “boundary-spanners” in an organization. They may spend more time with customers then with co-workers and have divided loyalties to their customers and firm. Since they see customers — in their setting or context — they have a view … Continue reading
Posted in relationship selling
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