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As a result of his book How Customers Buy…& Why They Don’t making UXPressia’s must read list of business books, Martyn Lewis was asked to share some of the best practices for understanding and mapping Buying Journeys in this webinar, Outside-In: Mapping...
Last month, our book, How Customer’s Buy…& Why They Don’t, made UXPressia’s user suggested must-read list for 2021. For the unfamiliar, UXPressia is a software company specializing in Customer Experience and Buying Journey mapping tools,...
Martyn Lewis, and his company Market-Partners Inc., have been mapping Customer Buying Journeys for 20 years. In fact, they were the first consulting firm to flip the emphasis from the product and why someone should buy, to the customer and how they buy. They have...
Why don’t great products make it past the Value Analysis Committee? What you can do to change it? Market-Partners work in the healthcare has highlighted the growing importance of understanding the Value Analysis Committee (VAC) and the role it plays in the...
I have a passionate belief: the sales pipeline should be one of the few fundamental business tools – an essential instrument on the dashboard of any business owner, executive, sales leader and indeed sales professional. It should provide true insight into where...
Sales reps get hundreds, if not thousands, of leads per year, and following up on any particular one can eat up a huge amount of time. Let’s face it – we have all chased our fair share of rabbits into the woods. That is why we are so frequently asked by clients how...
In February of 2006, Market-Partners Inc. CEO and founder, Martyn Lewis, published his first book, Sales Wise. This loose collection of 32 vignettes not only contains our first ever thoughts on the Customer Buying Journey, but also a great story about a flying Volvo I...
It is no surprise that I have been hearing a lot about how we now must sell differently thanks to the COVID-19 pandemic. I am among the legions of road warriors that have been transformed into desk jockeys. I miss the days of meeting with customers. ...
There can be little doubt that the Covid-19 pandemic and its associated lock down has had a dramatic impact on the buyer-seller relationship. With the inability to make face-to-face sales calls, and customers preoccupied with their own disrupted lives, sale teams have...