About this Presentation
The purpose of this presentation is to share experiences of working with salespeople in preparation for selling new value offers (Mafia offers) to the market based on improved logistical performance. A value offer is a special offering from the company to customers, usually from a specific segment of the market. This offer brings exceptional value to the customers by addressing major problems that the customers are experiencing with their suppliers. The value offer is built in order to elevate a market constraint and bring more orders with higher throughput. The value offer is an outcome of using TOC. Therefore, we should expect it to be a good solution that should excite the market. Yet, the reality is that in many cases the company does not even manage to excite their own salespeople. Sales people find it difficult to adjust to the new offering and hence a delay is caused to the introduction of such offering. This leads to a delay in potential new throughput.
What Will You Learn
To help you get the most value from this session, we’ve highlighted a few key points. These takeaways capture the main ideas and practical insights from the presentation, making it easier for you to review, reflect, and apply what you’ve learned.
The speaker emphasizes the importance of creating a value offer that addresses significant problems of a market segment and is difficult for competitors to quickly copy.
The speaker highlights the need for a change in mindset for sales management, moving from a conventional sales approach to a customer-oriented approach.
The speaker discusses the importance of training and supporting salespeople in the process of selling value offers.
Instructor(s)
Oded Cohen
Oded Cohen is a leading expert and developer of TOC, starting with Dr. Goldratt from the very early years of then emerging TOC. Oded significantly contributed to developing TOC for Production, TOC Thinking Processes and TOC for Management. Oded has over 45 years of experience working with companies and individuals all over the world. He is the author of Ever Improve - a TOC concept and major book on TOC methodology and mechanics of solutions for Make to Order and Make to Availability, and one of the authors of the concept of the Decalogue, presented in the book called Deming and Goldratt. Oded was the TOCICO founder and the first Chairman, and is the Co-Founder and Co-President of TOC Practitioners Alliance – TOCPA.