“That’s enough about me, let’s talk about you. What do you think of me?” This great movie quote describes how customers often perceive their vendor interactions.
So ask yourself, are your customer conversations and QBRs really about them – or are you focused on asking what they think about your product? Do you understand the “why” that drives their day to day priorities? Are they giving you their unvarnished perspective in a way that can help your company learn and grow?
Bob London of Chief Listening Officers, our expert speaker, has conducted over 2,300 conversations with B2B decision-makers.
Join us to learn:
- Bob’s go-to questions that yield candid responses
- How to frame conversations, ask questions and follow up
- Tips on “listening between the lines” to maximize insights
Bob London, founder and CEO of Chief Listening Officers, is a 20+ year B2B marketing strategist who helps emerging firms clarify and align their company voice and their customer’s voice.
He also coaches customer success and sales teams on how to use “radically authentic discovery” to have more strategic customer conversations. Bob’s approach starts with learning what customers say when vendors aren’t around—what he refers to as discovering the customer’s Elevator Rant.
Bob’s clients have been honored more than 25 times on the Inc. Magazine list of 5000 Fastest-Growing Private US companies. Bob is a regular and passionate writer and speaker on the topic of listening to customers, and his work and writing have been featured in the Wall Street Journal, The Washington Post, Forbes, the Miami Herald, USA Today, Inc. Magazine and The Washington Business Journal.
Bob serves as an Entrepreneur in Residence at the University of Maryland’s Dingman Center for Entrepreneurship and is a board member of Mindshare, one of the country’s leading organizations for tech CEOs and founders.
Bob also serves on boards of advisors for several high-growth tech companies and other organizations, including ParkMyCloud (acquired by Turbonomic), IQExchange, Technology Marketing Alliance and DCA Live.