Terms + Topics
Value Creation Jonathan Poland

Value Creation

Value creation refers to the process of creating outputs that have a higher value than the inputs used to produce…

IT Governance Jonathan Poland

IT Governance

IT Governance refers to the way in which an organization’s executive leadership manages and directs information technology. It is a…

User Intent Jonathan Poland

User Intent

User intent refers to the goal or objective that a person has in mind at a given moment. Modeling user…

Sales Jonathan Poland

Sales

Sales is the process of establishing relationships with potential customers, discovering their needs and preferences, presenting solutions to their problems,…

What is a Persona? Jonathan Poland

What is a Persona?

Personas are fictional characters that businesses use to represent and model the characteristics, goals, needs, behaviors, and emotions of their…

Choosing the Right Lobbyist 150 150 Jonathan Poland

Choosing the Right Lobbyist

First, determining whether hiring a lobbyist is right for your company depends on several factors. Consider the following questions to…

What is Maker Culture? Jonathan Poland

What is Maker Culture?

Maker culture refers to a collection of subcultures that are centered around the creation and customization of technology and other…

What are Field Services? Jonathan Poland

What are Field Services?

Field service involves managing and deploying resources and assets at customer, public, and third-party locations, as well as providing services…

Critical Mass Jonathan Poland

Critical Mass

In economics, critical mass refers to the minimum size a company needs to be in order to effectively compete in…

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Perceived Value Jonathan Poland

Perceived Value

Perceived value is the subjective worth that a customer assigns to a product or service based on their own personal…

Salesforce Automation Jonathan Poland

Salesforce Automation

Sales force automation is a type of management tool that helps businesses automate and streamline their core sales processes, such…

Customer Convenience Jonathan Poland

Customer Convenience

Customer convenience refers to any aspect of the customer experience that makes it easier and more efficient for them. This…

Operational Efficiency Jonathan Poland

Operational Efficiency

Operational efficiency can be defined as the ratio between the inputs to run a business and the output gained from the business. It is primarily a metric that measures the efficiency of profit earned as a function of operating costs.

Customer Advocacy Jonathan Poland

Customer Advocacy

Customer advocacy is a customer service strategy that involves employees representing and fighting for the interests of customers, rather than…

First-mover Advantage Jonathan Poland

First-mover Advantage

First-mover advantage refers to the competitive advantage that a company can gain by being the first to enter a new…

Infrastructure Risk Jonathan Poland

Infrastructure Risk

Infrastructure risk refers to the potential negative consequences that a business may face as a result of failures in core…

Eye Contact as a Skill Jonathan Poland

Eye Contact as a Skill

Eye contact is a fundamental component of communication and a crucial social signal in human interactions. This is why it…

BATNA Jonathan Poland

BATNA

BATNA, or best alternative to a negotiated agreement, is the course of action that a party in a negotiation would…