Buyer Trust Is Elusive For Most Marketing And Sales Teams Unless They Can Balance Empathy And Humility Marketing and sales traditionally believe that the path to building buyer trust is by providing answers. Answers to buyer problems and challenges. In fact, each prime their channels with marketing content or sales guides at the ready with […]
B2B Organizations Must Reinvent To Accomplish Buyer-Aligned Strategies Post-Pandemic In the lexicon of business, especially B2B, words and phrases can take on so many different meanings. That they, in effect, lose their intended purpose after a while. For instance, you most likely have heard or read something about the buyer-aligned sales process within the past
Sales Leaders Will Need To Implement A Buyer Persona Driven Sales System To Adapt To New Buyer Behaviors And Preferences The past year of 2020 into 2021 will be looked at as one of the more transformative years to hit B2B sales in many a decade. Rocked to a standstill by the Covid-19 pandemic, sales
Marketing and Sales Leaders Must Build Core Competency of Understanding Buyer Persona Goals We have heard the terms “organizational DNA” or “company DNA” often in attempts to articulate what an organization’s culture may be like. Sometimes, culture and DNA are used interchangeably. If we get scientific, we know that DNA can have a higher degree
Despite turning the calendar from 2020 to 2021, we find ourselves starting the new year in more turmoil. A catastrophic COVID-19 pandemic that continues to increase in scope. The hope of the vaccines tempered as the rollout encounters delays. And the disturbing insurrection at our capitol causing national anxiety. To ignore these in a business
Compress. A word that has often been used in business. Compressed files. Compression thinking. To compress and flatten organizational structures. A myriad of uses meant to communicate reduction. It is an adequate word to use when thinking about important takeaways from 2020. A year in which a decade’s worth of future buyer trends was compressed
In sports, confidence is often mentioned as one of the key ingredients to winning. I saw this firsthand with my daughter and her competitive experience in gymnastics. She attended the same gym as Amy Chow, the U.S. Olympic Gold and Silver Medal winner in the 1996 Olympics. And a team member of the 2000 Olympics.
When I was a young boy, I was fascinated by the history of the Lewis and Clark Expedition that began in May of 1804. An exploration to chart and explore the Louisiana Purchase Territory at the behest of President Thomas Jefferson. Lewis and Clark spent the fall and winter of 1803-1804 in preparation. Requisitioning supplies
The surge. The wave. The apex. The spike. The spread. These terms and expressions have become part of the vernacular describing the COVID-19 pandemic. A foreboding and ominous context. Our country is entering the third significant reckoning of the pandemic. More widespread than at any time. Yet, it is a time to hang onto the
Social progress has often been a marker defining history. In the last one hundred years, there are many examples. Women earning the right to vote. The civil rights movement of the 1960s. Legalization of same-sex marriage. These are just a few of many. Each with a narrative arc progressing from resistance to eventual acceptance.