Category: Buying Process

Making Your Customers’ Shortlist

Making Your Customers’ Shortlist

One of the great challenges of the information age is information overload. We have access to too much information ...
We DO Judge A Business By Its Cover

We DO Judge A Business By Its Cover

You were probably taught not to judge a book by its cover. But let's be frank, you do. We all do. We can't help ...
Capturing Customer Attention

Capturing Customer Attention

Your customers don't make rational buying decisions. Actually, nobody does. We do the best we can with the ...
Like, Trust, Buy: It Takes More Than Awareness to Sell

Like, Trust, Buy: It Takes More Than Awareness to Sell

Your customers aren't going to buy from you unless they like and trust you. It's that simple. If they don't like ...
Your Website Trumps Your Sales People

Your Website Trumps Your Sales People

Buyers verify everything. Whatever a sales person says will be checked and double-checked online. This point was ...
Want Trust? Tell Your Story

Want Trust? Tell Your Story

It's very hard to trust someone who is guarded. It leaves nagging questions. Questions like, what are they holding ...
93% of B2B Purchases Start With Search

93% of B2B Purchases Start With Search

93% of B2B buyers begin their buying process using search engines. Learn how to position your brand to come up first in Google and Bing.
Customers Buy When They Get You

Customers Buy When They Get You

Your customers are crying out for clarity. We live in a cluttered world. We have so many options it's hard to ...
Creating Content to Drive the Sales Process

Creating Content to Drive the Sales Process

It's not easy coming up with a steady stream of interesting, relevant content for your customers. But it's ...
Sales People Are Not Enough, Buyers Have Changed

Sales People Are Not Enough, Buyers Have Changed

Sales isn't all that different than it was thirty or forty years ago. E-Commerce didn't displace sales people as ...
Insights from Sales: Wins & Losses

Insights from Sales: Wins & Losses

My grade 6 teacher, Mrs. Dixon, used to bellow, "You have two ears and one mouth so you can listen twice as much ...
Technology May Change, But Human Nature Won’t

Technology May Change, But Human Nature Won’t

Technology evolves at a startling pace. There are always new "shiny objects" to embrace and figure out. A few ...

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Jeremy Miller

Top 30 Brand Guru

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