It may come as a surprise, but most people don’t know what their customers want. In one research experiment, 90% of the executives surveyed were shocked at what their customers found valuable when they did a poll of what their customers were buying. Our customers buy for their own reasons, not for our reasons. It’s so important to have the outside experience looking in and asking the stupid questions to understand what our customers are up to. Marketing and lead generation expert Terry Pappy has been looking at marketing and integrating that with business development for decades. Her clients include big organizations such as Marriott and AAA and other great things. She says the B2B customer wants their vendor or resource or whoever is providing them with the service or the product to know their business. Terry shares some tips on how to powerfully connect with new customers to help them people figure out where it hurts and then provide the support to get through those pains that we call business.

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