Does Your Buyer Focus on the Pain or the Gain?
The most successful B2B salespeople clearly understand that they’re selling to people and not just to businesses. While they take time to understand their customer’s business, they know that identifying each individual buyers’ decision-making mindset is essential to making a sale. One key aspect of the buying mindset is motivation: Is the buyer focused on pain […]
Seven Ways to Matter More to Customers
I just hosted a webinar introducing the second edition of my book, 42 Rules for Growing Enterprise Revenue: Practical Strategies for Increasing B2B Customer Relevance. Watch the webinar to get a quick overview of 7 strategies for becoming more relevant to customers: Selecting markets where you matter Focusing on customer interactions rather than your org […]