Thoughts for the Week

  1. Engaging Your Buyer 10/17/2022

    There are five stages to Following Your Buyer: identify, learn, help, engage, and understand. I get a lot of questions about engage and what it means.

  2. Understand Your Buyer 10/11/2022

    Do you really understand your target audience: your prospects and current customers? Do you comprehend the meaning behind their words, actions, thoughts, and even feelings?

  3. Redefine Your Buyer! 10/3/2022

    Buyers are not on a buyer’s journey, they are on a problem-solving journey!

  4. Helping Your Buyer 9/26/2022

    What is the most impactful thing a B2B solution provider can do to grow their business? Making more outbound sales calls? Creating a new eye-catching logo? Trial closing every cold call? No, no and no!

  5. How Well Are You Keeping Up With The Pace Of Change? 8/8/2022

    The pace of change impacting B2B companies and their marketing operations is increasing exponentially, and it is being driven by our buyers and the way they make purchasing decisions. 

  6. Humanize Your Buyer! 7/11/2022

    Who is your target audience? For B2B marketing and sales we answer this question by describing buyer companies: firmographic descriptions like industry, location, size of company, and type of organization. But this should only be the beginning.

  7. Are You Managing Your Technology Or Is Your Technology Managing You? 5/16/2022

    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.

  8. Helping Your Buyer With The Right Questions! 5/2/2022

    Have you ever considered the questions your buyer has for you? Not the FAQs, but the real questions!

  9. What Does Your Buyer Want To Accomplish? 4/25/2022

    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.   

  10. The Power Of "What If" Questions 4/18/2022

    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!