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End User Customers Matter in B2B



I have heard it often said by manufacturers that their customers are their distribution partners.  While it is true that these partners often pay for stocking products, they must eventually sell to end user customers that consume those products.  Manufacturers that have a strong or exclusive channel(s) often do not have, or have limited line of sight to the end user customer.  They rely heavily on their partners to communicate, market and sell to the end users.
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How to Grow your Business

 

Run faster. Innovate. Invest more time in the business. Launch the breakthrough product. Find a new sales manager. Fire the rep organization. Go to another trade show. Social Media - maybe that’s the key. No - but maybe a better website. Hey, what happened to the trade show leads from last year? On and on and on……
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Harnessing the Power of Collaboration with Consulting Firms


Harnessing the Power of Collaboration with Consulting Firms

Companies often hire consulting firms because of their functional expertise and knowledge.  But client companies have deep industry experience.  With collaboration, that experience can be leveraged with consulting firms’ expertise and knowledge to produce exceptional solutions. 
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Product Penetration

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Two Fallacies of Customer Satisfaction

Conventional wisdom has moved most firms to conduct an annual customer satisfaction survey to take the pulse of their customers.  While it is important to capture voice of customer or VoC information, there are two common errors that companies make in conducting customer satisfaction surveys.