what-if-we-started-with-a-blank-sheet-of-paper 
Partners in Excellence
JUNE 9, 2021
This impacts everything we do to try to engage our customers, creating value through their buying and usage journey. To effectively engage our prospects and customer, we have to rethink all our strategies and approaches in working with them. Yet we persist doing the same things (upgraded with a veneer of technology.).
Membrain
JUNE 13, 2021
This impacts everything we do to try to engage our customers, creating value through their buying and usage journey. To effectively engage our prospects and customer, we have to rethink all our strategies and approaches in working with them. Buying is changing profoundly.
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Partners in Excellence
JANUARY 12, 2022
We can only do our jobs when our customers decide their current state is unacceptable. Sometimes, it’s we that incent the customers to change, whether through our content at our websites, our customers talking to others, or our prospecting. Instead, we continue to spend millions in training that is forgotten within 30-60 days.
Partners in Excellence
JULY 19, 2021
We know that customers are moving increasingly to a digital buying journey, supported by sales. We all leverage the web and digital buying as much as possible–largely because of the convenience, often because we can get deeper insight and learning through our digital searches, rather than seeing a sales person.
Partners in Excellence
DECEMBER 6, 2022
The research tells us we need to be persistent in our outreaches to prospects and clients. To reach and engage them, we have to leverage multiple channels of engagement. Data shows we often need to reach out over 15 times to catch the attention of prospects. Every press release, every webinar, every new piece of content.
Partners in Excellence
JANUARY 15, 2019
You can play along, take out a sheet of paper or open a blank document. First, as an introduction, our mental models and experience are often great help in understanding our jobs, how we are successful, and how we perform. We have to abandon our old models, and create new ones. With that a background.
Partners in Excellence
DECEMBER 17, 2013
Often, both we and our customers seem to rush through the buying process. Sometimes, we both move forward without really understanding the problem we seek to solve. Perhaps the customer has done a lot of research on what they think they want to buy. They may not have clarity about what they are trying to achieve.
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