Think Like Your Customer: Aligning Selling to Buying Process

Guest Blogger, Gary Katz of Marketing Operations Partners. Earlier this year I read Bill Stinnett’s excellent book, Think Like Your Customer, which should be required reading for anyone in Sales and Marketing, especially if you market high-value products and services. A glaring Marketing Operations disconnect for many companies is our tendency to over-focus on What and How we want to sell, [...]

Dangers of DIY Surveys

There are many survey tools available which can make do-it-yourself surveys seem very attractive. In some cases, these tools are a good fit, however in many situations, it is beneficial to consider working with a research partner to evaluate what kind of research is required, what research strategy to use (are surveys the only tool needed?), design a survey that will [...]