Jack Dean
CustomerThink
Atlanta, GA, United States
Contact Jack
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Past articles by Jack:
Words Matter to Executive Buyers (More Than You Think)
Words Matter to Executive BuyersHeadline: Unfortunately, lazy informal language is becoming quite prevalent in today’s business world. Don’t fall for it. If you believe you have good-to-great business language skills, leverage that communication capability to gain a competitive selling advantage versus your peers. For the past 7 years my goal has been to write thoughtful blog posts, free from… → Read More
7 Misconceptions About B2B Executive-Level Buyers
1242058Headline: For decades B2B sellers have lumped executive-level buyers in with project-level buyers when it comes to selling methodologies. Perhaps that’s because it’s easier (and less expensive) to train an entire sales force ONE time, using the project-level buyer as the “target” customer role. What a colossal mistake and over-simplification of the buying cycle. In the real world the… → Read More
7 Misconceptions About B2B Executive-Level Buyers
1242058Headline: For decades B2B sellers have lumped executive-level buyers in with project-level buyers when it comes to selling methodologies. Perhaps that’s because it’s easier (and less expensive) to train an entire sales force ONE time, using the project-level buyer as the “target” customer role. What a colossal mistake and over-simplification of the buying cycle. In the real world the… → Read More
12 Strategies to Kickoff Demand During the “Influence Window”
Headline: Here are 12 strategies to help B2B sellers create demand by having the RIGHT conversations (catalyst-driven) with the RIGHT decision-makers (Strategy Setters) at the RIGHT time … during the Influence Window when executive-level buyers are at their peak influence potential. In an earlier blog post, I said that in selling, timing is everything; there is a right time and a wrong time to… → Read More
10 Dirty Little Secrets About ROI
Have you noticed how the acronym “ROI”, a term formerly reserved for the outcome of an in-depth investment analysis, has devolved to a catch-all buzzword for “value”? Seems like most every B2B sales organization these days mention “ROI value benefits” so much that it has become a waste-word along with efficiency, effectiveness and productivity. Here’s my advice for B2B sellers selling to… → Read More
B2B Sellers: Know Your Financial Value by Calculating Your Personal ROIC
As a B2B seller why wouldn’t you want to promote your personal FINANCIAL value to your company using the same metric that your company executives use to analyze CAPEX and OPEX investments? ROIC is that metric. Sellers often confide in me that they feel under-valued by their company. When I hear this complaint I flip their comment around and ask them to describe the FINANCIAL value they provide… → Read More
What Do Executive Buyers Want From B2B Sellers?
What Executive Buyers Want from B2B SellersHave you ever seen the movie “What Women Want”? The main character, Nick Marshall, is a chauvinistic advertising executive who gains the miraculous ability to hear in his head what women are really thinking when he engages them. Nick Marshall is certainly not a genius, but this amazing gift of insight helps him, through trial and error, refine his… → Read More
B2B Sellers Should “SHARE Control” (Versus “TAKE Control”) of Executive Conversations
Executive conversation Headline: Today’s B2B sellers often get trained/coached to “take control” of customer conversations. “Taking control” is promoted as an assertive (positive) behavior trait of top-performing sellers. I certainly understand the seller’s desire to articulate a value proposition message and call to action. But from a customer’s perspective, I don’t think a controlling behavior… → Read More