January 2013

Why Should They Buy From Us?

In 15 years of analyzing company perceptions about their own customer values based on blind surveys, we have turned up a disturbing finding: in our study of over 100 organizations, less than 5 percent of companies actually “sell” what’s most valued by their customers.

Why Trust Matters More Than Ever

I’ve been involved in winning business in the recessions of every decade since the 1970s. During all that time, there has never been a tougher environment for anyone who needs to win business than the present day. It’s not the recession that’s different; things may feel difficult but there have been worse recessions in my business lifetime.

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