16. What Customers Really Want

Thomas and Natasha discuss topics like:

• Quantitative versus qualitative analysis, and why both are valuable.
• The art involved in getting a client or would have been client to open up about their experience.
• Why not to be afraid of lost buyer feedback.
• How are technology providers navigating the pivot from the technical buyer to the business buyer persona.
• Current top trends in the sales cycle.
• How companies build the customer facing role muscle of being effective listeners for customer’s needs, and or frustrations.
• How technology sales will change and evolve over the next 5 years