It’s commonly said that business-to-business (B2B) companies have a similar marketing challenge to those in consumer (B2C) categories. After all, they say, it’s still ‘people’ making decisions. That’s only partially true.
The Dangers of Survey Fatigue
Why Associations need to be wary of this alarming trend
It’s a trend we all experience. Each day your inbox is carpet-bombed with survey appeals, “Tell us how we did” or the old-school appeal, “Give us your two cents”. It’s almost comical, but sadly is not funny – it presents a major challenge to your feedback loop with members. The more survey requests they receive, the less likely they are to respond to yours. What’s Driving the Issue?
Avoiding the Pain
Why It Hurts So Much to Lose a New Business Opportunity and how Win-Loss Analysis May Help
Owning Growth: Four Key Success Factors for Innovators
Let’s face it, we all want to grow. Regardless of company size or business category, growth is your goal. And yes, you want to be smart about it. Certainly M&A strategies can play a role, but what about organic growth? Whether you are expanding your product or service offerings or entering adjacent markets, before you begin deploying resources around the new opportunity, consider these four critical guidelines:
No Pain, No Gain – Why confronting sales setbacks is better than a quick recovery
When you lose a deal you thought was yours, it hurts – a lot. So, you quickly jump back into the fray, pursuing other potential deals. Afterall, as the old adage says, “Sales is a numbers game”, and if you just focus on putting more deals in the funnel, you’re bound to win the opportunities you’re supposed to win. Right?
Wrong!
Solution Selling into Enterprise Accounts
Whitewater rafting. It’s kind of a Colorado thing – like Subarus, Tevas, and dogs. That crazy pin-balling off boulders, both seen and unseen, as you hurtle downriver tossed about by ever-changing rapids, rises, and drops, can leave you wondering how you’ll ever make it to the takeout.
Deals that just won’t close: Behind the “Next Quarter” syndrome
Having a group of deals expected to close, but instead get “pushed” into next quarter is as frustrating as it is common. And it is common.
Why Customer Diligence Matters in Quality of Earnings (Q of E Diligence)
In Q of E Diligence, you know what matters and how to measure it. After all, your deal is at stake, and the performance after the deal depends on it. With all the rigor you apply, still, you have to ask, “Is the diligence package giving us confidence in the revenue stream we expect?”
Launching New Products or Services – Four Mistakes to Avoid
As companies seek organic growth, launching new products and services makes sense. Innovation is key to long term success and competitive advantage. Opportunities to sell more to current customers is an obvious motivation for creating new offerings.
Pining for Trees
We’ve all head the expression, “Can’t see the forest for the trees.” When you hear this, it usually means that someone has a blind spot. Could that apply to you …