Partners in Excellence

MAY 17, 2018

Recently, I participated in a discussion on “the buyers journey.” ” In some ways, I suppose I should have been happy that we were at least focused on the buyer, normally we obsess about our products/solutions and how we inflict them on our customers.

Pitch 71

Pitch Customers Product Sales 71

Membrain

JUNE 3, 2018

Recently, I participated in a discussion on “the buyers journey.” In some ways, I suppose I should have been happy that we were at least focused on the buyer, normally we obsess about our products/solutions and how we inflict them on our customers.

Product 69

Product Customers Sales 69

Partners in Excellence

SEPTEMBER 24, 2020

When we engage our customers in discussing opportunities, we know it’s critical to understand “why.” We are much more effective when we understand what’s driving the customer and we align our strategies around helping the customer navigate the change initiative.

Customers 126

Customers B2B Process Sales 126

Partners in Excellence

JULY 13, 2021

It’s so intriguing, we see our customers and prospects struggling with buying. According to research, the majority of the time they fail in their buying journey, abandoning it. And this is for people/organizations that recognize the need to change. One would think this would drive a change in how we sell.

Sell 110

Sell Pitch Customers Prospecting 110

Partners in Excellence

OCTOBER 16, 2018

As sales people, our goal is to become the “go-to” resource for our customers in helping them solve their business problems. We want to position ourselves as trusted advisors to our customers. They struggle in their buying process, they need help navigating the process.

Customers 82

Customers B2B Trust Process 82

Partners in Excellence

OCTOBER 21, 2018

I asked him to describe his buying process/journey. He looked at me with an amused/quizzical look. “We don’t think in terms of a buying journey. But customers don’t really think in terms of a buying journey. They think in terms of projects, things they need to get done to achieve their business goals.

Customers 77

Customers Up-sell Start-ups Sell 77

Partners in Excellence

MARCH 1, 2022

Not only do we not understand what they are trying to do; or we focus primarily on our interests and quota attainment rather than their goals; but we force them to do our jobs! Buying (with the exception of procurement) is not our customers’ primary job. It starts with our prospecting.

Customers 52

Customers Quota Pitch Represent 52