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 I’ve observed that are often missing. Everyone in business realises …
Author: Mark Cotgrove | Reading Time: 4-5 minutes. You might well ask in response to this question, why does it matter as long as I have a good business idea? Of course, it matters that you have something you believe …
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 great introduction to this article because they reveal why B2B …
Author: Chris Rodowicz | Reading Time: 4-5 minutes Here at Visible Pathway we deliver consulting expertise and value to our customers virtually. We do it by design. However it can require that business teams come together as a group in …
Author: Mark Cotgrove | Reading Time: 4-5 minutes, if you never read another blog post, you might want to read this one Here is our COVID-19 business survival strategy. There are 3 components. Communication – the most important bit …
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 self-categorise into. They do this as a function of how …
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 sales engagement. But there is another dimension just as important …
Author: Mark Cotgrove Reading time: 5-6 minutes Last week I talked about why your business needs to differentiate itself. I would suggest reading that article before you dive into this one. We said that you had to differentiate …
Author: Ian Meharg | Reading Time: 6-7 minutes Let’s talk fly fishing… You might not have been fly-fishing before, but you’ve probably got some mental image of it. Perhaps it’s a figure in tweeds and waders casting his line into …
Author: Mark Cotgrove | Reading time: 5-6 minutes There is a lot of talk in the world of B2B sales about “differentiating” when it applies to your product, your service and your company, but do you know what that means …