Challenge: A Communication Technology Company was seeing Buyers in Enterprise accounts beginning to act much differently than Buyers in the Middle Market. Their goals, requirements
Author Archives: Lee Averbeck
Ariadne’s 11 Threads in the Buyer’s Way
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Case Study #5: How a University Executive Education (UEE) Center grew Revenue by developing the best solutions for its clients
Challenge: Buyers of Executive Education programs were faced with evolving job profiles for leaders in their organizations. New competencies and experience were becoming required and
Case Study #6: How a Fixed Income Pricing Data Provider grew Revenue by beating competitors more often
Challenge: Buyers of fixed income pricing data had more options than ever before as the market for pricing data was exponentially increasing every year. A
Case Study #7: How a Healthcare Learning Platform grew Revenue by helping Buyers navigate deals internally
Challenge: Healthcare systems were struggling coming out of the pandemic with caregiver turnover, burnout and salaries at all time highs. Buyers of talent development solutions
Case Study #8: How a Sales and Marketing Consultancy grew Revenue by closing bigger deals faster and more oftenÂ
Challenge: My team was trying to secure a $4.5M deal to lead a marketing and sales transformation consulting project in a global Value Added Reseller.