April 1st, 2017

Leading with Ideas – Generating Demand with Ideas

This blog is part of a series on Leading with Ideas.  To read the first blog in the series, click here . In the last post, we mentioned that Ideas align with the way real decisions are made – instead of working against the process.  Any purchase decision has these three sequential components: 1) Whether to Act … Continue reading “Leading with Ideas – Generating Demand with Ideas”

March 1st, 2017

Leading with Ideas – The Starting Point for True Intimacy

This is the first blog in a series on the topic of Leading with Ideas. At the heart of True IntimacySM is being a valued advisor to your clients on important opportunities and challenges to their business. Often conversations that could or should be about these opportunities and challenges are really about how to better … Continue reading “Leading with Ideas – The Starting Point for True Intimacy”

April 15th, 2016

Customer Intimacy: A Step by Step Approach to Getting Started

Building Customer Intimacy with the market and leveraging those relationships as a mechanism to grow share-of-wallet at your existing accounts and open doors at new accounts requires more than just new sales approaches and good relationships.  Truly realizing a Customer Intimacy strategy as a competitive advantage takes a commitment to a new way to do … Continue reading “Customer Intimacy: A Step by Step Approach to Getting Started”