Kristin Zhivago of ‘Roadmap to Revenue – How to sell the way your customers like to buy outlines a successful way of discovering vital information from your customers that will help you plan and prioritise how you sell to them.

The information you learn from your customers will impact not only your marketing strategy, but can impact your products or services, how you deal with your customers in addition to how you market to them e.g. via your website, or sales people etc down to the words you use to engage them.

The first phase is Discovery and is covered in my blog and is all about finding out the information you need in order to move onto what you do with all this information.

It’s not for the faint hearted – there is a lot involved and needs buy-in across the organisation. But should pay off dividends if the process is followed through