How to Master the Deal Review

I’m a big fan of a strong operating cadence in a sales organization. Weekly and …

How to Create a Relationship Strategy: 5 Questions

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

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 …

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 …