Developing strategies to grow revenues really excites me. It’s what gets me jazzed. Ideating, innovating, and brainstorming, mixed with good old fashion common sense usually always provides the best path forward. The key is listening. Listening to the business, the market, the employees, and most importantly listening to your buyer.
I’ve spent the last decade studying, observing, learning, testing, and monitoring results that are achieved with various go-to-market strategies. Many companies spend too little time developing the strategy and plan to take their product or service to market. They make or produce something, price it, and give it to Sales to sell. Make it, and they will come. Not really.
The Age of the Customer has arrived. No longer does the sales person control the sale. If you believe your sales team is in control think again. The buyer has all the control. Many well-respected sources indicate up to 70% of the buying process being complete before a buyer meets with a sales person. Your buyers have looked you up, researched you, watched you, and asked about you before you even knew they existed. Do you know where they found you? Do you know who they talked to along the way to ask for advice or opinions? Do you know what they read to educate themselves on this purchase? This is all very important work.
I am proud to announce my new book The Customer Mindset: Thinking Like Your Customer to Create Remarkable Results. I wrote this book to provide an actionable roadmap for those charged with growing revenues. The book is filled with real-life stories, frameworks, and methods for mapping your buyer’s journey. By creating a visual map of the journey your buyer takes on their way to the cash register, you will be better able to create a sales and marketing process that assists in this journey. Remember, the buyer is in control. Once you recognize and accept that, then you can get started focusing on how to help them through their journey versus spending your time trying to figure out how to sell them.
I want to thank the more than 5,000 readers of my blog who inspired me to go deeper. To provide more detail. To be more prescriptive. Thank you so much. I also want to thank David Moncur who has been a great friend and inspiration, not to mention the best creative mind I’ve ever worked with. It is his firm, Moncur, that designed the awesome cover – front and back – of my book. Thanks David.
I hope my blog, my book, and my stories continue to help you grow your business by providing strong leadership, innovative thinking, and a discipline to focus on doing the right things that maximize your results.