understanding-our-customers 
Partners in Excellence
OCTOBER 9, 2023
It was such a fun conversation, we focused on how we increase our effectiveness and impact through deeper understanding of our customers/prospects. Sam Coit summed it up well with the comment, “Understanding how different roles think and feel allows us to better cater our approach and offer the most possible value.”
Partners in Excellence
APRIL 14, 2022
I’ve always sought to understand my prospects’ and my customers’ business better than they do. I study target market sectors, understanding the dynamics in the markets, key issues the players face, key trends, potential opportunities, threats. Even helping them understand what they are doing wrong.
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Partners in Excellence
MARCH 20, 2017
We’re doing some renovations in our home. We never would have had reason to stay in any of the guest rooms, so we would have continued to be embarrassed by these little annoyances (and, at least so far, our guests have been far too polite to mention anything.). As much as you can, put yourself in your customers’ shoes.
Partners in Excellence
MAY 7, 2024
” “They help improve our customers’ productivity and efficiency… ” one of the sellers said. We’ve helped some customers improve productivity by over 20%,” a seller stated. “What’s that mean to the customer? Do you understand what problems your solutions address?
Partners in Excellence
APRIL 17, 2024
As much as we tire talking about the constancy of change, our jobs as sellers only exist because of change. We are trying to get our customers to change from the current products or services they are using, to our products and services. It is impossible for us to grow our business.
Partners in Excellence
APRIL 30, 2024
All credit for this post goes to Scott Gillum and his fantastic post: Why Relying on AI Won’t Improve Customer Experience. Without a doubt, AI will have a huge impact on both how we manage/lead our organizations and on how we effectively and efficiently engage our customers in their buying process.
Partners in Excellence
APRIL 2, 2024
Without this, we wander aimlessly, perhaps without understanding what we are trying to achieve. But, as we work in organizations and work with our customers, sometimes this can be the source of a giant disconnect. For example, as sellers, our focus is on closing a deal. We orient all our activities to getting that order.
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