Many companies and salespeople make a great job attracting potential customers. They get the customers interested, engaged and ready to make the buy-decision. When it comes to the moment of truth, i.e. making the buy-decision, however, the customers begin hesitating and even backing off. Houston, we just lost a potential customer. In selling and sales […]
Have you ever heard someone say “I’m a really great salesperson”, but once you have hired or partnered up (business wise) with that wonderful person, you only become disappointed. As it happens, contrary to what he or she (from this point on, I will only use “he”) promised, the self-proclaimed top salesperson repeatedly fails brining […]
Why is it important to know your customers’ purchasing / procurement / sourcing / purchasing strategy and purchasing process to create success when you are in or responsible for sales and business in a B2B environment? Here are some thoughts from my recent MBA and Executive MBA trainings in sales, purchasing and pricing course. Watch […]
Being customer focused is likely to make customers more interested in dealing with you (as opposed to choosing your competitor). As a result, being customer focused can help you improve your sales, business, and profits. Let me explain this in detail – or, if you’re in a hurry, just watch the below video to cut to the chase. […]
In this video we discuss the Customer Avatar and why it makes sense to zoom in on one when segmenting your customers.