Are you order, seller, or buyer centric? Sadly, too many are focused only on … [Read more...]
Category: Transformation
Category: Transformation
Order, Seller, Or Buyer Centric?
Information Asymmetry, Turning The Tables Posted on April, 2022
In the old days, when I used to hail a horse drawn carriage to take me to my … [Read more...]
Understanding Our Customers' Businesses Better Than They Do? Posted on April, 2022
I've always sought to understand my prospects' and my customers' business better … [Read more...]
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...]
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...]
Innovation And Change; How History Should Inform Us, Yet Not Constrain Us.... Posted on April, 2022
I've been involved in business, primarily customer facing or leadership roles, … [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...]
Trying To "Fix" Our Customers Posted on April, 2022
As leaders, when we think about developing our people, helping them overcome … [Read more...]
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