Some of the more cynical (or perhaps worn down) of you will misread the title, … [Read more...]
Tag: Customer Experience
"Servant Salespersonship"
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...]
Nuance, So Subtle, We Often Miss It Posted on November, 2017
Nuance is important to our ability to connect with impact to our customers and … [Read more...]
How Are You Different? Posted on October, 2017
I'm constantly amazed at the "sameness" of the majority of the prospecting I … [Read more...]
Guiding Our Customers On The Wrong Buying Journey Posted on October, 2017
I have to start this post with a story. I'm an obsessed reader. At least once … [Read more...]
An Alternative To High Pressure Selling! Posted on October, 2017
We've all been subjected to high pressure selling tactics. We see various forms … [Read more...]
When Will We Stop Thinking Our Customers Are Stupid? Posted on October, 2017
I'm beginning to think far too many sales and marketing people think customers … [Read more...]
The Faces Of Our Customers Posted on October, 2017
Recently, I've been trying something new when I meet with clients. I ask, "When … [Read more...]
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