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Category: Customer focus

Content Marketing that Converts

“Content is king”. I’ve heard that phrase for years. But what does it mean? Does it mean that by offering thought-provoking, useful, creative information buyers will be motivated to contact you at the right time along their complete (including pre-sales) decision path? By sending out veiled advertising in the form of ‘articles’ to random email…

Guest Blog: When Should a Seller Gather Information or Understand Needs?

Part 1 redefines buying thus: The process a buyer goes through to get their ducks in a row to manage all of the factors involved prior to, and including, making a purchase.  It explains why the sales focus of seeking appointments, gathering information, offering solution data, and understanding needs doesn’t lead to a higher percentage of…

Guest Blog: Do You Want to Sell? Or Have Someone Buy?

Part 1 of a 2 part series on understanding a buyer’s needs. Do you know the difference between how you sell and how buyers buy – and why the difference matters? After a conversation with my colleague Erik Luhrs (we’re developing a Lead Facilitation pilot http://guruselling.com/) I’d like to expand the definition of ‘buying’. But…

Atrendia Friday Video 8 – Tom Peters – LEADERSHIP: Building Success

In this short but important Youtube video, Tom Peters, the author of the best seller: In Search of Excellence, relays some important advice about how leaders should view their employees. It’s only a couple of minutes long, but I hope that it resonates with you. Click here to start the video Link to the Atrendia Executive Leadership Coaching…