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 […]

B2B Sales and the Herd Mentality: Are You Following or Leading?

B2B Sales is more challenging than ever. Are you following the old herd or leading the new pack? Customers’ buying habits are changing. The fast pace of technology only accelerates this change with an overwhelming amount of messages and shifting priorities clamoring for people’s undivided attention. There’s also an intergenerational shift in the workforce as boomers retire […]

Training As A Campaign

This month we are proud to have the President of CI Squared, John Geraci, present his point of view on the state of the corporate training world, drawing on his experience in the United States Army. Do you feel like you’re flushing training dollars down the toilet? Frustrated and a bit angry, yet knowing training your […]

The Challenger Sale…

The Challenger Sale The Challenger Sale by CEB is based upon research that shows buying has fundamentally changed since 2008, and that Solution Selling is no longer effective in a complex buying world. Executive buyers and users look for different things in the buying cycle, and just diagnosing needs and pitching does not lead to purchases. […]