Our customers are focused on addressing their business issues--whether … [Read more...]
Tag: Customer Experience
Business Focused Buying, Product Focused Selling---Never The Twain Shall Meet
"What Does This Mean?" Posted on April, 2023
"What does this mean" is probably the most important question we and our … [Read more...]
Our Customers Are Changing Faster Than We Are! Posted on April, 2023
There seems to be an arrogance or conceit in so many of the conversations I see … [Read more...]
Obsessing About What Our Customers Think Of Us Posted on April, 2023
One of my favorite wastes of 30 minutes, every Friday, is to listen to Coffee … [Read more...]
Am I Ready For This Meeting? Posted on April, 2023
We spend a huge amount of time getting customers to accept a request for a … [Read more...]
Late To The Party...... Posted on March, 2023
Have you ever been late to a party? It's always, at least for me, a little … [Read more...]
Digital Buying Intermediaries.... Posted on March, 2023
We've seen a shift in customer buying behaviors over the years. Sales used to … [Read more...]
On "Intelligence," A Conversation..... Posted on March, 2023
Some of my most interesting conversations these days are with my new friend, … [Read more...]
Making B2B Buying More Like Amazon..... Posted on March, 2023
I got one of those emails today. Somebody wanted to talk to me about the … [Read more...]
Sales Call Planning...... Posted on March, 2023
I know at least 80% of the people seeing this title are probably rolling their … [Read more...]
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