With the advent of fancy algorithms and analytics, online content is as curated … [Read more...]
Tag: Customer Experience
Speak With An End In Mind--A Guest Post From Diego Segura
"Customers Won't Buy Until They Are Ready To Buy" Posted on February, 2018
Recently, I had a discussion with someone, actually a polite disagreement. I … [Read more...]
Who Are We Designing Our Marketing/Sales Strategies To Serve? Posted on February, 2018
Every day, we are pummeled with experts talking about how to make sales people … [Read more...]
Whose Job Is It To Understand The Buyers? Posted on January, 2018
George Bronten just published a fascinating post, "Your Sales Enablement Will … [Read more...]
"My Outlook Is Money, And Money Is Money!" Posted on January, 2018
My friend Keenan was on one of his rants on LinkedIn. This particular rant was … [Read more...]
"Old School Prospecting" Posted on January, 2018
I've been working with a fascinating new client. We've been looking at how to … [Read more...]
"Servant Salespersonship" Posted on January, 2018
Some of the more cynical (or perhaps worn down) of you will misread the title, … [Read more...]
If People Buy From People, Why Are We Racing In The Opposite Direction? Posted on December, 2017
In complex B2B buying, I believe the old maxim, "People buy from people," is … [Read more...]
Do Customers Really Have A Buying Process? Posted on November, 2017
It's become common "wisdom" that we have to align align our sales process with … [Read more...]
Do Customers Really Want A Frictionless Buying Experience? Posted on November, 2017
It seems to be fashionable to talk about creating "frictionless buying … [Read more...]
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