Our KPIs Prevent Us From Being Customer-Centric! – Really?
Why customer-centricity fails without bottom-up dialogue — and what it really takes for employees to put customers first.
What is value? 3 types of value that influence professional buyers
Understanding the three dimensions of value—exchange value, utility value, and buyer-specific perceptions of value (BSPV)—provides sales professionals with an effective framework for connecting with professional buyers.
AI gave us the time we always wanted. We have no idea what to do with it.
The AI efficiency Trap in Sales and Procurement
Buying is the New Selling. What Procurement Can Learn from Sales.
Procurement and sales look like opposites. In essence, they are simply opposite sides of the same coin.
When Procurement Calls It an “Improvement Meeting”, It’s Your Last Chance
Forget who was to blame. Forget whose mistake it was first. Build an agenda around one thing only: exactly what you will do differently, starting now to salvage the situation.
Procurement, the next evolutionary step in modern sales theory?
How sales teams can serve their B2B customers better by understanding the one function they always avoid – procurement.
You Say You’re Customer-Centric. Your Customers Can Tell You’re Not.
Every supplier I have ever bought from wanted to make me happy. Most of them told me, often, how customer-centric they were. Very few of them behaved that way.
I walked your trade show stand as a buyer. Here’s what I saw.
I spent a day at a packaging expo and trade show, walking the stands. I wasn’t there to buy anything. I was there to watch how suppliers sell when, for once, they don’t have to chase anyone: the customer walks up to them, willing and ready.
