reclaiming-our-70-of-the-customer-buying-process 
Partners in Excellence
DECEMBER 4, 2012
I wrote about 70% Of Buying Process Completed Without Sales Involvement! There were a lot of reactions, but my friend Bob Apollo of Inflection Point made some astute observations, which provoked me to talk about reclaiming our 70% of the customer buying process. Fingers crossed).
Partners in Excellence
SEPTEMBER 15, 2021
Too often, when sales people talk about value, it seems it’s some sort of fixed outcome customers should expect if they buy the sales person’s solution. The reality is that we must be creating value with the customer for the entire life cycle of our relationship. It’s a pretty antiquated view of value.
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Partners in Excellence
OCTOBER 29, 2014
Usually marketing is saying “sales isn’t following up on our leads, consequently we’re losing lots of opportunity.” While this agreement is important, I think we miss opportunities in aligning around how our customers buy. In doing this, we engage the customer most effectively and impactfully.
Partners in Excellence
AUGUST 18, 2014
In my last post , I outlined how buying has changed. I created a case for engaging our customers differently, more effectively. How do we work, together, to engage our customers more effectively? Marketing and sales can no longer work separately, but must collaborate in facilitating the customer buying process.
Partners in Excellence
FEBRUARY 8, 2013
It’s clear, our customers want to be engaged in different ways. The new customer engagement model is a lot like a high performing basketball team. The team has plays (the process) which they practice over and over until they become natural and second nature. They are flexible, adapting what they do to score.
Partners in Excellence
AUGUST 5, 2014
We know customers want to us to engage them differently. There’s all sorts of research that says customers want to self educate. Recognizing the desire of customers to self educate or to avoid seeing sales people, they are providing more content. Largely, marketing and sales are still separate and sequential processes.
Partners in Excellence
FEBRUARY 21, 2016
We are realizing we have shared goals and must work together to optimize our abilities to attract, communicate, engage, and connect with our customers. All of us recognize content focused on product/feature/function/feeds/speeds need to shift to focusing on the customer and their problems, challenges, and opportunities.
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