Who’s the half-wit?

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If you’ve ever worked in B2B, selling into larger companies (middle market), you know the importance of getting as much of a view into your customer’s team and processes as early and as often as possible. They are very complex.

Obviously, this can be a bit of a challenge.

Recently, I was in a meeting with a large prospect, and we had successfully walked through their company and identified several of their stakeholders. The core of our offering is to help them better understand their customer’s journey through their entire enterprise from marketing to customer support.

A tall order…

We love mapping journeys so getting through our customer’s enterprise should be no problem, right?

Continue reading “Who’s the half-wit?”