Blog - Visible Pathway

Why the customer doesn’t matter in B2B sales

Why the customer doesn’t matter in B2B sales https://visiblepathway.com/wp-content/uploads/2019/04/doggie-scaled.jpg 1980 2560 Visible Pathway Visible Pathway //visiblepathway.com/wp-content/uploads/2020/10/VP_logo_websiteHeader.png 16 June 2020 17 January 2021

Author: Ian Meharg | Reading Time: 7-8 minutes “Of course, the customer matters!” I hear you cry. And you have a point. But stick with this as I develop this…

Are you differentiated or merely different?

Are you differentiated or merely different? https://visiblepathway.com/wp-content/uploads/2019/04/black-swan-head-on.jpg 793 1024 Visible Pathway Visible Pathway //visiblepathway.com/wp-content/uploads/2020/10/VP_logo_websiteHeader.png 3 June 2020 17 January 2021

Author: Mark Cotgrove | Reading Time: 6-7 minutes You may consider this to be a simple question of semantics. Or, perhaps more a question of Calculus. But you’d be wrong…

Your sales process is not (just) a process

Your sales process is not (just) a process https://visiblepathway.com/wp-content/uploads/2019/04/sales-process-scaled.jpg 2560 1708 Visible Pathway Visible Pathway //visiblepathway.com/wp-content/uploads/2020/10/VP_logo_websiteHeader.png 21 May 2020 17 January 2021

Author: Ian Meharg | Reading Time: 4-5 minutes Before we get into it I would like to mention that I penned this article some months ago. So, at the outset…

5 Essentials To Creating Your Killer Value Proposition

5 Essentials To Creating Your Killer Value Proposition https://visiblepathway.com/wp-content/uploads/2020/05/business-failure2-370x231-1.jpg 370 231 Visible Pathway Visible Pathway //visiblepathway.com/wp-content/uploads/2020/10/VP_logo_websiteHeader.png 7 May 2020 17 January 2021

Author: Ian Meharg | Reading Time: 7-8 minutes There has been a lot of discussion on LinkedIn around this topic lately, so it seems timely to revisit a few fundamentals…

Why your startup should be B2B, not B2C

Why your startup should be B2B, not B2C https://visiblepathway.com/wp-content/uploads/2020/04/signpost-1.png 1689 552 Visible Pathway Visible Pathway //visiblepathway.com/wp-content/uploads/2020/10/VP_logo_websiteHeader.png 24 April 2020 17 January 2021

Author: Mark Cotgrove | Reading Time: 7-8 minutes You might well ask in response to this question, why does it matter as long as I have a good business idea?…

How Ideation impacts your B2B sales pipeline

How Ideation impacts your B2B sales pipeline https://visiblepathway.com/wp-content/uploads/2020/03/innovation-scaled.jpg 2560 1702 Visible Pathway Visible Pathway //visiblepathway.com/wp-content/uploads/2020/10/VP_logo_websiteHeader.png 7 April 2020 17 January 2021

Author: Ian Meharg | Reading Time: 5-6 minutes In 2 previous articles my colleague Chris Rodowicz explored customer Buying Styles and the customer Buying Process IMPACT. Those articles are a…

How to run great virtual workshops

How to run great virtual workshops https://visiblepathway.com/wp-content/uploads/2020/03/stressed-worker-home.png 1066 562 Visible Pathway Visible Pathway //visiblepathway.com/wp-content/uploads/2020/10/VP_logo_websiteHeader.png 24 March 2020 17 January 2021

Author: Chris Rodowicz | Reading Time: 10-11 minutes Here at Visible Pathway we deliver consulting expertise and value to our customers virtually. We do it by design. However it can…

How will your business survive the COVID-19 winter?

How will your business survive the COVID-19 winter? https://visiblepathway.com/wp-content/uploads/2020/03/covid-bear-cropped.png 729 522 Visible Pathway Visible Pathway //visiblepathway.com/wp-content/uploads/2020/10/VP_logo_websiteHeader.png 13 March 2020 17 January 2021

Author: Mark Cotgrove | Reading Time: 6-7 minutesIf you never read another blog post, you might want to read this one. Here is our COVID-19 business survival strategy. There…

IMPACT – let me explain HOW all your customers buy

IMPACT – let me explain HOW all your customers buy https://visiblepathway.com/wp-content/uploads/2020/03/meteor-impact-1024x724-1.jpeg 1024 724 Visible Pathway Visible Pathway //visiblepathway.com/wp-content/uploads/2020/10/VP_logo_websiteHeader.png 18 February 2020 17 January 2021

Author: Chris Rodowicz | Reading Time: 8-9 minutes In my last article I explored the concept of customer Buying Styles. I explained that there are 3 Buying Styles customers will…

Rowing is all about more fluidity and less friction

B2B Sales – HOW customers buy is more important than why

B2B Sales – HOW customers buy is more important than why https://visiblepathway.com/wp-content/uploads/2020/02/alignment-rowing-1.jpg 848 565 Visible Pathway Visible Pathway //visiblepathway.com/wp-content/uploads/2020/10/VP_logo_websiteHeader.png 4 February 2020 17 January 2021

Author: Chris Rodowicz | Reading Time: 6-7 minutes The accepted truth in the world of sales and selling is that understanding why customers buy is the most important aspect of any B2B…