Ideal Customer Profile: Positive Impact Potential

We are now onto the final of the three categories of attributes that describe your …

Ideal Customer Profile: Customer Business Problem

The attributes of your Ideal Customer Profile can be separated into the three categories: Firmographics: Who …

Ideal Customer Profile: Firmographics

In my last post Ideal Customer Profile: Mining Your Customers, I showed how your existing customers …

According to @Benioff: TRUST better be #1

I have written about Trust a lot over the years, but was prompted to revisit …

Why Can’t Computers Cry? (A Kind of AI Love...

Exhibit 1: And I find it kinda funny, I find it kinda sad The dreams …

Ideal Customer Profile: Mining Your Customers

In a previous post Ideal Customer Profile – Part 1: Introduction, I introduced the concept of …

Ideal Customer Profile – Part 1: Introduction

In a world responding to the Mega Trends of Digital Transformation and Customer First, companies …

The Most Strategic Sales Problems

In previous blogs I described both the symptoms – the Bad Things That Happen – …

The Next Level of Sales Problems

In my last post I described both the symptoms – the Bad Things That Happen – that …

Discovering Sales Problems – Part 1

The first step to improvement in anything is to understand where you might be failing. …

Wasting money on the wrong deals?

Why work on unqualified opportunities when you could be making money? That’s what a good …

The Buyer Matters … Here’s the Data

The buyer matters, really. As you know I’ve been saying this for years – and …