Kristin Zhivago
Kristin Zhivago
Kristin Zhivago is a Revenue System Architect, president of the B2B revenue growth services company Zhivago Partners, and author of “Roadmap to Revenue: How to Sell the Way Your Customers Want To Buy.” She is an expert on customer buying processes and digital marketing. She has been on the leading edge of tech for decades. She and her team identifies where sales are being lost, removing those sales stoppers, and then creating digital marketing campaigns that make it easier for clients and customers to buy.
A Tiny Usability Decision Sets Two Market Leaders Apart
I specialize in B2B. But I’m also a consumer, and more specifically, a foodie. I noticed something recently while cooking that I knew would...
Sales Stopper # 8: Removing humans from customer interactions
This sales stopper began with voicemail, which seemed like such a good idea when we helped a Silicon Valley voicemail company introduce it to...
B2B Sales Stopper #5: Are your policies unfriendly to customers?
If the cost of complying with the policy exceeds a prospect’s motivation to buy, they’ll back off. Are your prospects encountering policies that stop their…
Then: Capitalism. Then: Communism. Now: Connectionism.
We all seek deep connections, in life and in business. It is one of the basic needs, right after food and shelter. If you own...
How to Get a CEO to the “Aha” Moment, Fast
When you’re selling a B2B product or service to CEOs, you need to help them reach the “aha” moment as quickly as possible. Once...
The Power of Open-Ended Questions
What is a sale? It’s a successful buying process. Your customer’s buying process. What can you do to make it easy for your customers to...
Why Are Software Buyers So Skeptical?
As I interview company insiders for clients to uncover the sales stoppers so we can “find it, face it, and fix it,” legacy systems—or...
What We Can Learn From Three Standout Customer-Centric Leaders: Fred Smith of FedEx
Part 2 of 3 I visited FedEx for a client once and got a thorough tour of their operations. Several observations have stuck with me...
Revenue Growth Reality: Most Sales Stoppers Are Internal
The most entrenched and destructive sales stoppers are internal. They not only drive away customers (making it harder to buy and use the company’s...
What We Can Learn from Three Standout Customer-Centric Leaders
Part 1 of 3. I’ve worked with hundreds of business owners and CEOs. But only three company leaders stand out to me as truly customer-centric:...
Revenue Growth Realities: How to Pivot Your Business
Despite the positive hype about AI, it’s wiping out entire industries. Are you a copywriter? Graphic designer? Digital agency? Market analyst? Good luck. AI is...
Increasing Revenue: Are Your Distributors Stopping Your Sales?
John needs a part made by a large manufacturer. He goes to the manufacturer’s site, but it only takes a few seconds to see...
Buying via AI Agents . . . Word of Mouth morphs into Word of Bot
“If that’s what you’re looking for, you can’t go wrong with X,” says a trusted human friend to a buyer seeking recommendations. This is Word...
Outsmarting Goliath: How the Right Promise Exposes Bait-and-Switch Competitors
One of our most ardent pursuits as we strategize with our clients is to identify the promise that only they can keep, which means,...
The harsh truth about relationship marketing: We don’t buy things to make friends.
Relationship marketing is a seller’s dream, not a buyer’s dream. Always has been. When Don Peppers and Martha Rogers came out with their book thirty-two...
Revenue Growth: Do Your Customers Believe You Love Them?
If you don’t, they’ll know it. If you do, they’ll love you for it and go out of their way to give you more business.…
Who’s Taking Care of Your Customers? You, or Them?
In my upcoming book, Love, Leverage, and Logistics: How You And Your Company Can Change the World, I define love as “taking care of...
Revenue Coach Reveals the Top 5 Sales Stoppers
We interrupt our obsession with AI to get back to some basics.
What Business Owners Need to Know About AI and SEO.
ChatGPT is not a search engine. It’s an advisor. No one I’ve talked to over the last few months uses Google for search anymore. They...
AI Reflects Your Character. Your Character Is Built On Promises Made—and Broken.
Every single marketing message makes a promise. Every single action taken by your people, and now also AI, keeps or breaks those promises. Every single…