Thousands of posts are written about value propositions and value creation. By … [Read more...]
Tag: Customer Experience
Just Good Enough Value Creation
Manager, Are You "Sales Person Centric?" Posted on August, 2015
We know we are supposed to be customer centric. Buyers and buying have changed, … [Read more...]
It's Not About You! Posted on August, 2015
I'd spent a long day doing deal reviews and a few critical call planning … [Read more...]
Being Too Smart About Our Solutions Posted on August, 2015
Not long ago, I had a fascinating call with a sales person. He was very … [Read more...]
Making Our Customers' Lives Better Posted on July, 2015
My article, How B2B Customers Make Decisions, sparked a lot of discussions in … [Read more...]
Looking In The Mirror Posted on July, 2015
As sales and marketing professionals, we are supposed to help our customers … [Read more...]
"Let's Catch Up......" Posted on July, 2015
A couple of times a day, I skim my "Junk Mail" folder checking to see if there … [Read more...]
Letting The Customer "Opt-Out" Is Not A Nurturing Strategy Posted on July, 2015
I had an interesting, unexpected reaction to my "Stop Nurturing Me" post. An … [Read more...]
How B2B Buyers Make Purchase Decisions Posted on July, 2015
I'm a great fan of Jeff Shore. Recently, he wrote a post, The Buying Formula: … [Read more...]
Stop Nurturing Me! Posted on July, 2015
"Nurturing" has become the big buzzword of content marketing. Everyone is … [Read more...]
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