Rethinking Lead Generation

Lead generation has undergone significant and profound changes in recent years. The rise of the Self-Directed-Buyer fundamentally changes the way a company attracts, wins, and retains customers. Traditional lead generation processes are designed from a company’s need-to-sell perspective. These processes do not typically align well with specific challenges revealed when considering a customer’s purchase decision… Read More

If All You Have Left Is Price

If the (perceived) value your products and services bring to your customer is virtually identical to your competition, then all you have left to compete on is price!  And this is a very dangerous place to be! In a separate article, I wrote about questioning your value add – that if the perceived value of… Read More

Are Your Sales Channels Keeping Up With Your End-Customers

Like most manufactures or service providers, you have an abundance of options to sell and deliver your products and services to your end-customers – this is your Sales Channel.  It goes without saying that developing a dynamic and robust sales channel strategy is required to, once again, out-maneuver your competition. However, if you haven’t spent… Read More