In my last post Ideal Customer Profile: Mining Your Customers, I showed how your existing customers are a great place to start to discover your ICP. This built on the previous post Ideal Customer Profile – Part 1: Introduction, where I introduced the concept of the Ideal Customer Profile. The attributes of your Ideal Customer…
I have written about Trust a lot over the years, but was prompted to revisit this important subject having just watched In Technology We Trust, a panel discussion from Davos. Before I get into the topic here, it’s worth watching this short video extract of Marc Benioff of Salesforce talking about the importance of trust…
In a previous post Ideal Customer Profile – Part 1: Introduction, I introduced the concept of the Ideal Customer Profile. In this post we will look at how your existing customers are a great source of insight with which to start. (Much of this post is from my latest book: Digital Sales Transformation in a…
Exhibit 1: And I find it kinda funny, I find it kinda sad The dreams in which I’m dying are the best I’ve ever had Exhibit 2: Yes, there are two paths you can go by, but in the long run There’s still time to change the road you’re on Exhibit 3: Well, I’ve been…
In a world responding to the Mega Trends of Digital Transformation and Customer First, companies are under pressure to act strategically, collaborate proactively and respond quickly, earning their customer’s business month on month, time over time. Selecting companies for whom you can best deliver value makes that a lot easier. Over this series of posts…
In previous blogs I described both the symptoms – the Bad Things That Happen – that point to sales problems, and the underlying causes of those problems, in Level 1 and Level 2 sales engagements. At Level 1; if the customer purchases your product it is not going to fundamentally change their business; the impact…
