B2B customers have changed their buying behaviors and, like it or not, you have to adapt. You have to SAVE your product business. “Rethinking the 4 P’s” published in the Jan-Feb 2013 issue of the Harvard Business Review introduces a new model for B2B sales &...
Why Growth Plans Fail: The Good, the Bad and the Ugly Over the years I’ve seen many well conceived, well intentioned growth plans fail to achieve results. It’s true across different company sizes and various industries. It happens with new product introductions...
STOP the Waste! Most US based manufacturing companies have, or are planning to implement lean manufacturing practices. Whether you’re producing high tech electronics or everyday widgets, companies have to focus on cost and quality in their production facilities....
The Middle Line: Key to Profitable Growth Everyone knows that the “top line” refers to revenue, and the “bottom line” is profit. This comes directly from their position on a Profit and Loss statement. But what is “the middle line”? It’s right...
It’s a whole new ballgame There has never been a better time to be a customer-focused organization, or transforming your b2b sales & marketing team to become one. The availability of affordable technology to connect with customers and promote your business...
Small Data: Finding more dough “Big Data” is all the rage–information of extreme size, diversity and complexity used to predict consumer behavior, weather and more. It’s exciting, but not very relevant to the typical business owner. So what about “Small Data”? Small...
