A critical role that designers must embody to be more strategic in an organization is to sell. The term “selling” can make some designers cringe—to creatives dedicated to the craft or empathizers who are simply trying to make the world a better place, selling feels like it spoils the discipline.
For several years, at the beginning of the digital marketing boom, the phrase "send the right message, at the right time" became prevalent. That message evolved into "get the right data at the right time," and more recently with the advent of big data, "get the right insights at the right time."
The concept of “first” has two key meanings in business. There is the idea of an innovation first—for example, being first to market in delivering a specific product or offering. Then there’s the use of “first” as a designation of emphasis—mobile first is perhaps the most widely known example of this.
Arit Nsemo, Director of Customer Success at Built In, joined MetaCX this week to discuss customer listening—a key component of long last customer relationships.
Co-creating value is more important than ever. This week, Mathew Sweezey, Director of Market Strategy at Salesforce, joined Dave Duke to discuss customer collaboration and co-creation.
The objective of Level 1 is to consummate a commercial relationship between a supplier and buyer on the basis of a clearly documented understanding of what both parties want and expect. After the contract is signed, you need to start thinking about Level 2: Delivery.
In B2B buying and selling, the promised outcome is what matters most. And the selling organizations that do a better job at understanding and associating with a prospect’s target outcomes are in a much stronger position to get a deal done.
Yesterday, MetaCX announced the appointment of Brett Crossley as vice president of services and success. Brett joins MetaCX from Richardson Sales Performance (formerly known as Sales Performance International), a global leader in sales training and consulting.
Whether or not it’s explicitly stated, customers buy because they have an outcome in mind. In almost every case, that outcome is some specific variant of one or more of the holy trinity: Grow Revenue, Reduce Costs, and Mitigate Risk.
