Monthly Archives: January 2013

Customers – Have you asked lately what’s important to them?

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Sometimes you know what your customers think is important. They tell you. Sometimes, you haven’t asked them, you daren’t, or there’s simply, somehow, never the time, the breathing space or process set up to find out. And you may not be very comfortable with the idea of asking customers if you’re selling to them on a regular basis. We recently helped a B2B sales force gain feedback from customers in a more structured way. We…

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The Customer Journey – What’s that all about then?

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I was running a workshop recently with a business development and marketing team and as part of the day’s agenda we covered some marketing strategy basics – including the customer purchase journey, which I’d assumed was going to be pretty much familiar territory. Search Google and there’s 17million mentions. Not so in this case. We got thinking about specific groups of customers and then the team started working up what could be some very good…

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