Perry Rearick

What do B2B buyers want? The obvious answer, they want to buy something. Not so fast! It depends on where they are in their buyer’s journey. And for most of that journey, they don’t want to buy anything?   Continue Reading..

In the early stages of our buyer’s journey for technology solutions, we’re learning about the problems it can solve, and we begin forming our expectations around our own problems. But it is easy to lose track of our initial outcomes on the way to making a buying decision.  Continue Reading..

Building a lead follow-up process around the principle of speed alone is a big waste of time and money.   Continue Reading..

At the same time the transportation industry was experiencing a record number of bankruptcies, Ease Logistics grew their revenue to more than two-times greater than their projections. How did they do it? According to Alisa Alvich, Marketing Manager at Ease, they delivered and communicated innovative solutions that go beyond their core transportation service, not only to their customers but also their community. She refers to it as new age...  Continue Reading..

I recently purchased a new mountain bike from REI, a US-based outdoor gear company that knows how to consistently deliver a great customer experience. They do so by meeting the buyer where they are and helpfully guiding them along their journey.     Continue Reading..

Studies seeking to reveal what’s on the minds of business leaders nearly always include a large helping of digital transformation. Businesses of all sizes, types, and in all markets are undergoing digital transformations. Let’s face it, the entire world is transforming digitally.  Continue Reading..

Like many of us, Janette Buechler, Director of Sales and Marketing Communication at Pharmatech Associates, a USP Company, was encouraged to use her imagination during her childhood, but perhaps with a little twist. Janette recalls playing a game with her grandmother called What If. They would propose what if questions to each other to stir their imaginations.  Continue Reading..

Questions come in many forms! They can be multiple choice, open and closed ended, leading and mis-leading, funneling, and probing. My favorite are “what if” questions!   Continue Reading..

For much of my life I thought innovation was reserved for inventors and creative types who turned their own imaginings into useful things. Then Steve Jobs transformed it into a business model by innovating around the customer experience.  Continue Reading..