Insights topic
76 articles on this topic.
Questions are the most powerful tool in any customer conversation. When to use open and closed questions, how to sequence them, and habits that quietly undermine conversations.
10 min read
Why products that customers choose out of habit and trust can earn for decades without changing, and what product designers can learn from that kind of durability.
10 min read
Most sales conversations are won or lost before they start. A practical guide to planning a customer meeting, and to conducting it with attention, purpose and respect.
10 min read
Effective prospecting starts with a clear picture of your ideal customer and a deliberate choice of where to find them. How to define both, and how to avoid busy work that produces nothing.
10 min read
A practical comparison of the main ways to find new customers: what each method is good for, what it costs, and how to choose a small mix that suits your business.
10 min read
Qualifying is the discipline of finding out early whether an opportunity is real. The questions that matter, common frameworks such as BANT and MEDDIC, and how to walk away gracefully.
10 min read
The sale is the start of the relationship, not the end. What the solidifying stage involves, why retention matters so much, and practical habits for keeping, growing and learning from customers.
10 min read
Sending a message is not the same as being understood. Why so much business communication fails, how to choose the right channel, and practical habits that make sure your message actually lands.
10 min read
Why a company's most valuable assets, its brand and reputation, often appear nowhere on its balance sheet, and what goodwill and intangible assets do and do not tell you.
10 min read
An empathy map captures what a customer says, thinks, does and feels. How to build one from real evidence, how sales and product teams use it, and the mistakes that turn it into guesswork.
10 min read
Bubbles are not driven only by greed or foolishness. Extrapolation, herding, social proof, overconfidence and fading memories lead sensible people to join in. How to recognise and resist them.
10 min read
What a sales funnel is, how opportunities move through it, where they leak out, and how to measure and improve each stage without chasing vanity numbers.
10 min read
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