It’s another Monday morning meeting with your customer. This time, you sharpen your pitch. You put all the use-cases and customer success stories on the table. Your customer doesn’t even flinch. Because you’ve done business together in the past, she kindly tells you that your product is a commodity and she’ll only sign up if […]Read more "Evolving Sales for Value Co-Creation"
If there’s something most companies have in common it’s that they all claim to be customer centric. We spend a lot of time and effort on customer centricity, meticulously designing customer experiences by studying trends and developing employee manuals to ensure our customers get the best experience. When 82% of retailers say they believe they […]Read more "Got Aspirin. Seeking Someone With a Headache"
Across B2B sales organizations, it is no longer uncommon to see dismal statistics around the performance and productivity of the sales force. Many organizations are seeing their sales and margins erode as multiple forces drastically impact customer expectations, inflicting a major paradigm change on how companies go-to-market.In the age of the customer, their needs are […]Read more "Designing your Sales Culture for the age of the Customer"