• 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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  • 5 Implications – B2B Buyer’s Decision Making Process is Dead

    Today’s Buyer interacts with businesses in new ways. Updating marketing practices for this audience requires companies to mix old methods with new practices. Today’s buyer is living in a world disrupted by rapid changes everywhere – in technology, healthcare, politics, society, education, the economy, the climate, and culture. The introduction of new technologies — from […]

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  • 7 Questions – Your Business Model May Need Changing

    Winston Churchill said it well, ‘To improve is to change; to be perfect is to change often.’ It is clear, we are experiencing unprecedented change in many industries — urbanisation advancement, tremendous technological changes as ‘software eats everything,’ increased global connectivity and an ageing population to name a few. The future winners will be those who face […]

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  • 4 Learnings from our Sales Journey Assessment Programme

    The first time I lifted a programme from the B2C world and implemented it in a B2B environment must have been about 15 years ago while managing Marketing and Channel Management Europe, Middle East and Africa at Avaya.  At that time, the chosen programme – Secret Shopper or Mystery Shopping – was quite expensive, and […]

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  • Sales and Marketing Alignment

    A Big Thank You to InkyThinking.com for our new creative images! I’ve spent a good number of years planning and running marketing programs with companies of all sizes. One thing that still perplexes me is the amount of strife that continues to exist between the sales and marketing organisations in many companies. Conversations – when […]

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  • Capturing Today’s Elusive Buyer: Considerations for a Changing World

    The new buyer interacts with businesses in new ways. Updating marketing practices for this audience requires companies to mix old methods with new practices. Influenced by rapid changes in technology, the new buyer interacts with products and services in new ways, demanding companies redefine their marketing strategies. These are not trends, but evolutions necessary for […]

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