Minimum Viable Customer (or why your MVP sucks)

I took last month off from writing. A month is a long time for me …

The 5 Foundational Elements of an Executive Sponsor Program

This is an extract from the Executive Sponsor Program section of my book: Digital Sales Transformation …

The Challenge in Creating an Executive Sponsor Program

In a previous post I have written about the value of an Executive Sponsor Program.  The benefits …

The Case for the Executive Sponsor

I too have heard the horror stories. The senior executive arrives to join the ‘closing …

Trust in a Digital Age

Over the last posts I’ve written a lot about how to develop a business relationship …

#5: Relationship Question: How to Bridge the Relationship Gap?

In a prior post I outlined the 5 key questions to develop a relationship strategy and in …

#4 Relationship Question: What is the Relationship Gap?

In a prior post I outlined the 5 key questions to develop a relationship strategy and in …

#3 Relationship Question: What is your Current Relationship?

In a previous post I outlined the 5 key questions to develop a relationship strategy and in …

#2 Relationship Question: How Do They Think?

In a previous post I outlined the 5 key questions to develop a relationship strategy and in …

#1 Relationship Question: Who Matters (10 Questions to measure...

In a previous post, I outlined the 5 key questions to develop a relationship strategy. Here I …

How to Create a Relationship Strategy: 5 Questions

Building long-term relationships in business matters. To succeed you need to understand how the company …

A Customer Culture Story

I want to tell you a story about how investing time to learn about the …

Inside the Company’s Mind

There is an old adage that says: ‘Companies don’t buy, people buy.’ The message is …

The Customer’s Decision Cycle

In order to improve your relationship with the customer, you first have to understand where …

When Customers Engage Sellers (It’s not when you think)

Contrary to some current misconceptions, B2B buyers are not in fact conducting much of the …

AI is Digital. Humans are Analog.

I’m a bit of a geek / nerd / techy. I love technology. However, I …

The Power of People

I have worked with talented sales professionals around the world and I have found that …

Value of a Customer First Sales Process – The...

If you‘ve read many of my posts you know that I like to do a …

Pulling It All Together – The Ideal Customer Profile...

Over the last few weeks I have posted here, here, here, here, and here to describe the underlying framework to build …

Ideal Customer Profile: Positive Impact Potential

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