What customers really care about

Malcolm Wicks (Three Step Consulting)

We love the product and services that we sell. Unfortunately customers do not love our products and services in the same way. This presentation is about capitalising on that difference.

This presentation provides examples of why they think differently, based on research and real projects that Malcolm has carried out with a range of different clients. The talk addresses key questions such as "why did we lose that that sale?" The sales team provides very different answers from the customer. The overall objective to to provide some new ideas and fresh thinking that you can take away and apply.

About Malcolm

Malcolm Wicks is a marketing professional who has spent the last 20 years helping businesses understand more about their customers. He has managed EMEA marketing teams for CRM, business intelligence, data warehousing and many marketing programmes. He has presented papers at many national and international meetings. For the last 10 years Malcolm has been a successful independent consultant. He has worked with clients ranging from Tesco and HP to the Zambian ministry of health and Dennis, the fire engine maker.