Tools

Put Insights at the Heart of Buyer-Focused Strategies

Business leaders must aspire for human-centered insights, not just intelligence Many businesses today, in their marketing and sales operations, have an insatiable thirst for data and intelligence about their buyers and customers.  The last two decades have seen a rapid rise in multiple forms of analytics and intelligence applications.  Starting with simplified data software programs to burgeoning artificial intelligence capabilities.  What we now see is a myriad combination of data-centric efforts by organizations.  Put forth in their quest to know more about buyers and customers. Doing so with the holy grail of aspirations.  Gaining insights that inform and can…

Buyer Insights Are a Matter of Interpretation

The critical skill of interpreting buyer insights is needed to achieve actionable outcomes A common thread in the many executive-level conversations and interviews I have had in the last twenty years is that of a lack of insights.  Specifically, a lack of insights into their buyers and customers.  The lack of buyer insights is consistently identified as a top challenge in any of the numerous C-Suite surveying as well.  As we enter a pronounced era of uncertainty, decisions related to investments, strategies, markets, and the likes have intensified.  Many of you know the feeling.   When you are faced with…

Buyers Want You to Shape a Better Future

An organization’s brand vision must show a better future for buyers We are living in what can seem like a never-ending time of unpredictability and instability.  Two years into a worldwide pandemic.  It is a long time.  With no predictable end in sight.  I referred to this time recently as an Era of Uncertainty.  An era where buyers are seeking a better future.  Perhaps more appropriate to say something stronger like – wanting a better future.  On many fronts, buyers of today are contending with issues that impact their view of the world.  Inflationary pressures.  Supply chain obstacles.  Staffing…

How To Meet Buyers’ Goals in an Era of Uncertainty

To Accelerate Growth in Uncertain Times, Leaders Need Insights on How Buyers’ Goals are Changing We have entered a pronounced Era of Uncertainty.  The past year has bedeviled both suppliers and buyers in the world of commerce.  What was once dependable is no longer.  Uncertainty has always been an element of business commerce.  What the Covid-19 pandemic has brought on is a deep Era of Uncertainty that may very well last the rest of this decade.  With this backdrop, business organizations will need to recognize that customer and buyer goals are changing.  Rapidly and frequently.  Each new world or…

The Essay by Martin Luther King, Jr. That Lives Large In Jazz

King spoke to the significance of jazz in culture In 1964, Martin Luther King, Jr. penned an essay concerning the significance of jazz. The essay was written at the request of the organizers of the 1964 Berlin Jazz Festival. While one of Dr. King’s lesser-known speeches, it remains as one of the most profound essays about jazz in modern times. Contrary to popular belief, Martin Luther King, Jr. did not deliver a speech of this essay at the 1964 festival in Berlin. In July 1964, Dr. King received a request from the director and organizers of the festival to…

Are You Future Intelligent?

Leaders will need to develop skills to translate AI into intelligence that shapes the future Anticipate, readiness, preparedness, forward-looking, foresee, envision, and predict.  Powerful words with a common thread in leadership.  Leaders in business, politics, arts, culture and civic governing all must possess character, traits, and abilities that these words define as well as imply.  This is especially true today.  When uncertainty brought on by the COVID-19 pandemic cuts widely across societies and the globe.  Historically, leaders have prepared by first looking at the past.  Ingrained by decades of teachings in universities and management thinking, most of this past…