I've always thought sales is more science than art. I believe selling is a set … [Read more...]
Tag: Customer Experience
Customers Aren't Widgets
Understanding Customer Needs Posted on November, 2016
I was listening to a "discovery call." It wasn't much different than any other … [Read more...]
I'm Really Confused About Account Based Marketing Posted on November, 2016
Account Based Marketing/Selling---"Account Based Everything" is all the rage … [Read more...]
Transforming To A "Customer First" Sales Organization Posted on November, 2016
We know that we are supposed to be customer focused, but too many organizations … [Read more...]
Helping Your Buyers Look Beyond Themselves! Posted on November, 2016
We know we need to be customer focused. We know that we are most effective when … [Read more...]
We Become Commoditized Only When We Let Ourselves Be Commoditized! Posted on November, 2016
I read an article about the seeming inevitability of commoditization. We … [Read more...]
Account Management, The Challenges Of Incumbency Posted on October, 2016
Account Based Everything is a huge topic these days. Everyone is account … [Read more...]
Hunters In Major Accounts? Posted on October, 2016
Recently, I've been having a number of discussions on account based strategies, … [Read more...]
Are You Selling What Your Customer Is Buying? Posted on October, 2016
I'll jump to the bottom line, then retrace my steps. "Customer buy holes in … [Read more...]
Focus On The Customer Journey, Not Their Buying Journey Posted on September, 2016
Over the years, we've made some progress, shifting our focus from our Selling … [Read more...]
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