Why Many B2B Customer-Facing Teams in Tech Struggle Today

New dynamics require a different set of skills across the organization John Geraci and Mel Cary, Managing Partners and Founders of CI Squared, LLC Selling technology and related services to other businesses depend on a broad cross-section of employees to attract new customers and manage ongoing relationships with them. These relationships typically involve complex sales and […]

Using the Customer Hero Story

Using the Customer Story

Using the Customer Hero Story is one powerful way to leverage Stories as a differentiator for improved performance. I was excited about my new job and the high quality of smart people I had interviewed with at Management Science America many years ago. I had participated in a two-week on boarding program and now had […]

Win Rates in a Complex B2B World: Are You Measuring and Using Them Effectively?

Winning

People in sales understand win rates. While most claim they measure and use them to drive execution improvements, this is not what we observe. Win rates are the number of times you win deals that you have competed in. In a complex B2B sales world, these wins lead to revenue, customers, and confidence in your […]

Not Understanding Your Customer Can Hurt You

Connecting with and understanding customers’ business problems and personal implications is more important today than ever. But in this fast-paced world, bombardment of digital messages, priorities shifting on a dime and never enough time, it’s not easy. However, when you don’t fully understand your customer, you are at great risk. One of CI Squared’s clients, […]

Are You Breaking Through the Clutter?

Or, why aren’t you breaking through the clutter? You may ask yourself this question after a series of unanswered emails or a promising deal cut short. Here’s why. People don’t have time. What our research shows us is that the amount of incoming content to every person is staggering.  “According to Time.com, the average person looks […]