First, apologies to Geoffrey Moore and his seminal book Crossing The … [Read more...]
Category: Transformation
Category: Transformation
Crossing The Chasm, Selling And Buying Process
Creating Low Effort Customer Experiences --- A Conversation With Dione Hedgpeth Of Apptio Posted on January, 2015
Low effort for the customer, that is! Too often, we get customer experience … [Read more...]
Our Customers Can't Afford For Us To Wait Until They Are 70% Through Their Buying Cycle! Posted on January, 2015
It's that time of year again, there are lots of posts around the popular … [Read more...]
Buyers Get Smarter Through The Buying Cycle Posted on January, 2015
Andy Paul and I exchanged emails on my post The Heisenberg Uncertainty Principle … [Read more...]
Neutral Is Not A Strategy Posted on January, 2015
Too often, I meet sales people who are uncomfortable with challenging their … [Read more...]
How Will You Justify This To Your Management? Posted on January, 2015
Too often, our customers focus on price, consequently we focus on price---after … [Read more...]
Understanding The Customer Expectations Critical To Customer Experience Posted on January, 2015
Recently I wrote Responding To Customer Experience Disasters. It's stimulated … [Read more...]
"We Want Your Help To Grow Our Business" Posted on December, 2014
When I saw the title on the email, I was intrigued. I thought, "A new client?" … [Read more...]
What If You Shared Your Deal Strategy With Your Customer? Posted on December, 2014
I had a fascinating conversation with Gerald Vanderpuye today. He shared what … [Read more...]
When All Else Is Equal, The Lowest Price Wins! Posted on December, 2014
When the customer perceives little difference between alternative solutions from … [Read more...]
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