Pricing Strategy: Name Your Price
A well thought-out pricing strategy is crucial to optimizing both sales volume and profit. It is somewhat surprising therefore, that only one in ten of all business-to-business companies has a......
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Value Marketing & Value Selling In B2B Markets
...and ‘partnership’ are key needs, and usually they are insufficiently met. Be a storyteller In looking for outcomes, business-to-business customers require a compelling, complex and multifaceted proposition comprising features,.....
B2B Blog entry
Creating and Understanding Employee Personas to Drive Productivity in the Workplace
Why Is It Important to Have High Staff Engagement and Maximise Morale in the Workplace? B2B companies are becoming more crowded and commoditised across the board, often advertising similar job......
Beyond Customer Satisfaction
...organisation itself – become “commoditised”. The essence of a commodity is that it is readily interchangeable with other similar commodities. Therefore the logical consequence of this process is that communicating......
7 Tips for Keeping Your Path-To-Purchase Research on the Right Track
...than the competition and to build a competitive edge. The importance of digital in the early stages of b2b purchasing is not to be underestimated. Research by BCG suggests that......
The Failings Of B2B Customer Experience
...commitment is hitting a high note in the companies we interviewed. It seems that the beating hearts of companies want to deliver great customer experience but find it difficult to......
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Brand Strategy Research and Architecture
...your brand to success Far too many companies have product labels which they think are brands. However, a brand is something people ask for by name. A brand stands for......
A Problem Defined is a Problem Half Solved
...If a company is entering a new market, where common sense and observation tells us the market is huge in size, there may be little point in spending lots of......
What Business-To-Business Market Researchers Need to Know About Smartphones in Online Surveys
...in a survey is not affected to a significant degree when comparing surveys taken on smartphones and computers.11 An important difference, however, is the time taken to complete surveys: The......