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Articles tagged with: customer experience

Provocation-based selling:proving pain does not close a sale
Monday, 30 May, 2011
Provocation-based selling:proving pain does not close a sale

A friend sent me the Harvard Business Review article written by my hero Geoffrey Moore and two of his colleagues – Todd Hewlin and Philip Lay – titled “In a Downturn, Provoke Your Customers.”
REALLY? BUYERS BUY BECAUSE THEY ARE IN PAIN? REALLY?
I found the article ruefully humorous. Here are some of the smartest business minds in […]

Facilitating a New Customer Experience
Friday, 25 Sep, 2009
Facilitating a New Customer Experience

What differentiates us from our competition? Not a lot. Let’s look at that in detail.

Product similarity: Our products are pretty similar at this point. While we can recite chapter, line, and verse how our offering differs, the client hears similar stories from all vendors. They just want to get a business problem resolved in a […]