• Avoid a Run-of-the-Mill Customer Experience: Step Up Your Game

    The customer experience is more important than ever. This pandemic will end. When it does, there will be fewer standing – and those standing will need to differentiate themselves with superior buying experiences. And while we live in a virtual world, companies need to know if their sales machine is functioning digitally. Can today’s prospects [...]

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  • Five areas where a Marketing Director role will change in a digital world

    The paradox of digitization – Salespeople, technicians, marketers and HR managers should create a simple framework for dialogue between humans. We are talking about the human era. Therefore, the motto of #IDEE2020, which will be held on November 4th, 2020, is: Create the human-to-human experience. Executives from different divisions meet here to shape the working [...]

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  • Your Relationship with Your Buyers Isn’t a Two-Way Street

    Want to sell more? Get over yourself and find out what’s truly important to your buyers. If you are a typical technology company (and chances are you are) your approach to sales is to try to control your buyers’ journey through sales processes based on what you think is important to them. Knowing the value [...]

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  • If You Sell Technology, It’s Time to Get Personal

    Want to sell more? Get personal. 79% of all the technology and telecommunication businesses we’ve assessed globally in the last few years have designed their sales processes to target IT users exclusively. More shockingly, only 21% of them target both IT and business users. How do we know it matters? The numbers don’t lie. Our [...]

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  • Discovering the hidden gems in the sales journey: What Really Matters

    We’re probably all familiar with the journey, whether you call it a sales journey, a buyer’s journey, a prospect’s journey. But on the road from consideration to purchase, in getting to the end of the journey as quickly as possible, your salespeople may overlook some hidden gems in getting there in style. Here are some [...]

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  • Warning: You’re Losing Money by Not Assessing Your Buyer’s Journey

    Yes, if you haven’t bothered to professionally assess your buyer’s journey, you are losing money (maybe lots of it). Care to know why? You already know that quality of service is one of the most important elements for customer retention. Still, common practice has been to be our own judges of the service quality we [...]

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  • Membership Has Its Privileges! … by American Express

    Thought you knew all there was to know about Sales Journey Optimisation? Are you crystal clear on where prospects enjoy their experience with your company? Where there are challenges in getting the information buyers want – how they want it – when buying from you? And what about post purchase? Do you know where your […]

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  • Alinea Partners Consulting recently mystery shopped a number of cloud service providers.  Our Buyer’s Journeys revealed a number of website, sales engagement and purchase challenges.  Different partners had different challenges to contend with, however, across the board, companies are struggling with customer references.  We thought we’d ask our resident customer reference program expert, Claudia Herzog […]

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  • 5 Consumption Tips to Ensure Renewals

    We’ve all heard the stats, it is typically three to five times more cost-effective to retain a customer than to acquire a new one. Let’s look at that scenario in a SaaS (Software as a Service) world. Do you have customers who subscribe and then never really get started with your service?  Or, do you […]

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