The "big news" in customer engagement is the customer digital buying journey. … [Read more...]
Tag: Future Of Buying
Should We Be That Surprised By The Digital Buying Journey?
When Is An Interruption Not An Interruption? Posted on April, 2022
I see lots of conversations about "interrupting our customers." There are … [Read more...]
Who Said No? Why? Posted on April, 2022
My friend Brian MacIver added a brilliant comment to my post "On Consensus … [Read more...]
On Consensus Buying Posted on April, 2022
We know that most complex B2B buying is a consensus process. Everybody in the … [Read more...]
Buying The Way I Want To Buy, Not How You Want Me To Buy Posted on April, 2022
I just received a note from Amazon. I had just bought a Kindle book. Along … [Read more...]
The "Adaptable Selling Process" Posted on March, 2022
I went through my very first sales training class in the late 70's. We were … [Read more...]
Predictable Buying Posted on March, 2022
In the roughly 11 years since Aaron Ross published Predictable Revenue, 1000's … [Read more...]
Misunderstanding Insights Posted on March, 2022
My inbox and InMail is filled with sales people trying to provide me … [Read more...]
Better Results From Each Activity Or More Activities? Posted on March, 2022
Spoiler alert, this is a trick question, but probably not in the sense that you … [Read more...]
Getting The Digital Buying Journey Wrong Posted on March, 2022
I visited the website of a very large enterprise software provider. I found … [Read more...]
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