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If you’re a sales leader, executive, key account manager or customer serving professional in a B2B industry, you're in the right spot! I want to show you how you can activate the three core drivers that produce fanatical fans and highly profitable customers for life.

Hi, I'm Jermaine, a customer growth author, speaker, consultant, and business relationship specialist. I help key account leaders become the advisers their customers never want to leave.

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Mar 6, 2020

In this week’s episode of the Key Customer Growth Podcast, we’re covering the buyer’s process, in particular that of your most important customers.

Have you ever been surprised by a customer's decision to not choose you, especially when you thought you were their number one choice?

You took all the right steps, controlled the process and ticked all the boxes but for some reason, the customer either decides to do nothing or, worse still, they go with a competitor!

Why do they do this and how can we stop it?

Fact: once we’ve acquired a customer, they may not always see you as their number one choice.

You need to know how customers make buying decisions.

Truly understanding the buyer's process will reshape and completely reinvigorate the way in which you structure every conversation to yield huge results.

One of my customers generated an extra 22 million from one project alone by doing this.

I go into detail on how you can refine and implement the buyers process and generate results inside your organisation in this episode of the podcast, and also in my blog article on Unblocking any Stuck Customer Opportunities.