I am often asked by the Account Executives I support, “Since you were a customer for so long, how would you respond to this offer?” Not to sound existential, but I typically respond with another question. There is no silver bullet question, but this one is pretty close and is deceptively simple. This “magic question” simultaneously focuses and broadens the conversation for ourselves and the customer. At a minimum, it elevates the conversation from a granular discussion of bits and bytes to one of high level business strategy. This article examines the “magic question,” its ramifications, and how the answers –… Continue Reading ›
