The buyer matters, really. As you know I’ve been saying this for years – and now it seems there’s an acceptance that the customer should be at the center of all sales and marketing activity. I have the data to support this; now published in a recent research report Thriving in the Whirlwind. Download THRIVING…
We’ve all heard the ‘lightbulb’ jokes: how many [insert occupation] does it take to change a lightbulb? Here’s a twist for sellers: how many stakeholders does it take to make a buying decision? Well, it depends – and this is a case of less is more, at least from the seller’s perspective if they want…
This is an edited extract from my latest research publication: Thriving in the Whirlwind: Four Insights to Grow Revenue Now Download THRIVING IN THE WHIRLWIND here by participating in the 2018 Business Performance Benchmark Study (takes 5-10 minutes) The first significant point of customer engagement for most sellers is usually a sales meeting – but sadly…
I’m fond of low hanging fruit. If there is a quick win that delivers benefit now, without negatively impacting the longer-term opportunity, then it seems why wait. That’s why, when, as I was doing research for my latest book, I was delighted to find so many data driven insights coming from the correlation and cross…
Thinking about the impact on a customer: If you have read much of what I have written, you will undoubtedly have come across one of my favorite phrases: The impact on a customer of a bad buying decision is typically greater than the impact on a salesperson of a lost deal. I believe that to…
As you may have seen elsewhere, I spent a lot of the summer of 2017 writing my new book. (If you are reading this before November 6, 2017, and you are going to Dreamforce, I’d love it you could join me at book launch party – Nov 6, 7pm, Novela, San Francisco). The book –…
