Archives for April 2014

Buyers are Buying Differently – What Are You DOING About It?

I know it’s important to continue to spread the word, but I’m almost tired of hearing about how buying behavior has changed.  Yes, buyers are buying differently. Things have changed.  The real question is… what are you DOING about it? We’ve all heard the stats, right? The Broken Record:  Buying Behavior Has Changed Buyers are […]

The Path to Sales Growth through Customer Focus – Part 3

This post continues the previous discussions of enabling sales growth through customer focus. In my opinion, the journey toward sales growth starts and ends with our customers, so I’m not sure why our customers aren’t always the foundation of our sales processes, methodologies, and messaging, but I can testify that many companies still need improvement […]

The Path to Sales Growth through Customer Focus – Part 2

This post continues the previous discussion of enabling sales growth through customer focus. “The journey toward sales growth starts and ends with our customers.” – Mike Kunkle Customer Focus Framework for Sales Growth In part 1 of this series, I shared my Customer Focus Framework for Sales Growth.  The five pillars of this framework include: […]

The Path to Sales Growth through Customer Focus – Part 1

The journey toward sales growth starts and ends with our customers.  If we want to grow our companies, marketing and sales must align with an unwavering focus on our customers, building everything around them.  The need for customer focus goes beyond marketing and sales, of course, to include implementation, execution, and service delivery, but this […]