Create a B2B Sales Process to Match Your Buyers
I've been preaching for a while that B2B buyers buy differently these days. The old sales funnel is dead and prospects are now self educating ...
Old Marketing Is Dead. Long Live Marketing
There’s one simple fact that has changed the way we market. Our buyers are self-educating online. No matter if they’re buying a toaster, searching ...
3 Reasons Business Customers Spill the Beans
Guaranteeing confidentiality in research interviews doesn't necessarily mean you won’t find out what your business customers have to say. Consumers engaged in research are typically ...
Winning Conversations – 4 Questions to Ask Your Customers
If you work in business and commercial markets and you want to find out how to beat your competitors speak with your customers, that’s ...
Want a Competitive Advantage? Talk to Your Customers.
I am constantly amazed by how many executives I meet at various events and functions who, in response to me saying I’m a strategic ...