Category Archives: Business-to-Business Sales
It’s all about Price! (True or False?)
In the words of one purchasing manager, “Price is everything, and it’s nothing.” Continue reading
Customer Relationships and the Trap of the Familiar
To avoid missing opportunities and failing to see potential threats in customer relationships, consciously change your routine. Look at your customer from a new angle. Continue reading
Listening with an Ear For Innovation
In Alan Murray’s latest Wall Street Journal article, he mentions that when the Journal’s CEO Council was asked to name the most influential business book, many members cited Clayton Christensen’s The Innovator’s Dilemma. What does Christensen say about innovation that … Continue reading
Who Are Your Competitors?
Did anybody else read the latest Fast Company article about Blockbuster? In it Kevin Lewis, the head of Blockbuster’s digital strategy, makes the following comment about their competition in the phone app market: “By the way, my biggest competitors in … Continue reading
Clarity in B2B Customer Communications
I recently met with a consultant from another firm that is interested in partnering with us at E.G. Insight. The conversation with her got me thinking about the importance of clarity when communicating with B2B customers. The woman I met … Continue reading
