I've always sought to understand my prospects' and my customers' business better … [Read more...]
Tag: Customer Experience
Understanding Our Customers' Businesses Better Than They Do?
Should We Be That Surprised By The Digital Buying Journey? Posted on April, 2022
The "big news" in customer engagement is the customer digital buying journey. … [Read more...]
Paying Attention To The Cues/Clues Posted on April, 2022
It's pop quiz time. Be honest, don't scroll down to get the answer. Here we … [Read more...]
When Is An Interruption Not An Interruption? Posted on April, 2022
I see lots of conversations about "interrupting our customers." There are … [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...]
Trying To "Fix" Our Customers Posted on April, 2022
As leaders, when we think about developing our people, helping them overcome … [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...]
A Script Isn't A Call Plan! Posted on March, 2022
I'm almost ashamed to be writing on the topic of call planning/execution. It is … [Read more...]
It's Not My Job To Do Your Job! Posted on March, 2022
I get dozens of requests a day. Most are people wanting me to do something for … [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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