Customers/Markets

Never too good to be good

Solid management of the customer experience is just as important for B2B organizations as it is for the service industry
by Melanie Taljaard

Stop selling features and benefits

The rule is: Prospects buy for their reasons, not the salesperson’s reasons
by Eldon MacKeigan

Are salespeople born?

Do you think Tiger Woods was born to play golf? Probably. We also know he continues to take lessons, listen to a coach, and studies the game to increase his success and helps him stay at the top of his profession.
by Eldon MacKeigan

The human touch

With its “customer first” philosophy, Johnson Inc. has been revolutionizing personal service for more than a century.
by Ian Gormley

Being your customer

Precision BioLogic’s diagnostic products are top-notch, but it’s the company’s business model that is the real innovation. Its key driver: understanding the customer experience.
by rmacleod

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