Progress Toward 2020 – The Research

Walker’s most recent Customers 2020 research was conducted in four phases, occurring mostly sequentially. Each phase had specific objectives based on the learning from the prior phase. Phase 1: Input from our research advisors. As mentioned previously, we involved six senior-level customer experience (CX) leaders to guide this research. We started with a group discussion...

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The Objectives, Hypotheses and Design

The year 2020 is right around the corner. Are companies prepared to meet future customer expectations? What progress have they made? What work is still needed? These are some of the questions that prompted the progress check on Customers 2020, Walker’s 2013 groundbreaking report that predicted future customer needs and discussed what companies and customer...

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5 Ways to Do Original Research Faster and More Cheaply

Recycling existing ideas (with subtle new twists) is easy, but what customers really want is new data they've never seen before.

Those With ADHD Might Make Better Entrepreneurs. Here’s Why.

Individuals with the disorder tend to be hyperfocused risk-takers, which makes them ideal entrepreneurs.

New Chapter for the B2B Lead Blog

You may have noticed the B2B Lead Blog has a new look.

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Image credit: PhotoDune

That’s because it’s my personal blog again. After a stint at MECLABS (resulting from the acquisition of InTouch) I’ve been given a great opportunity to do something new.

Over the next few months, I’ll be starting a business and working on my next book, a sequel to Lead Generation for the Complex Sale.

What does this mean to you? I’ll continue to share ideas, strategies, and approaches as I learn.

Back when I started this blog in 2003, I couldn’t find any place where people were sharing ideas related to lead generation and the complex sale. That was 13-years ago and so much has changed.

The Internet, customer buying behavior, digital marketing and the rise of martech have created a whole new marketing and sales world. We’re leveraging tools and approaches nonexistent a decade ago. And entirely new companies and careers have been built up around them.

I believe the future of marketing and sales will include machine learning, predictive data analytics, self-optimizing systems and marketing automation technology not yet invented. These tools will enable and augment marketers in ways we haven’t imagined.

However, at its core marketing, sales and lead generation will always be about building relationships. Technology can’t replace our intuition, and there’s no way to automate trust. Building belief still takes time.

I’m currently doing a lot of research on empathetic marketing, and I’ll be sharing more on that soon. I’m also excited to share a variety of thought-leading voices in sales and marketing that I hope will add value to our growing community.

Lastly, if you subscribe to this blogs via RSS, please update your subscription to the new feed at the top right of the page or use this address:

I look forward to keeping up with the accelerating evolution B2B lead generation, demand generation, and marketing for the complex sale, and helping you do the same.

I want to thank you for reading all these years. Feel free to comment here or join me on the B2B Lead Roundtable LinkedIn Group.