Building an Insights Engine
To become customer centric in B2B, a company must transform customer needs into a strategy that can deliver a sustained competitive advantage.
Posts from the ‘Management’ Category
Sep 20
Embracing Agile
In B2B organizations, agile methodologies can provide more effective results for business development, transforming command and control organizations into vision and delivery ones giving salesman purpose and motivation.
Navigating the Cultural Minefield
The Culture Map, a tool to evaluate the most common gaps in management behaviors across different cultures.
Know Your Customers’ “Jobs to Be Done”
To succeed in B2B, business developers should focus on solving the customer pains, or identify the “Jobs to Be Done”
How Storytelling Can Elevate You Above the Competition
To better engage with customers, share stories on how to solve their problems instead of overwhelming them with data.
The New Sales Imperative
To make buying easier for customers, companies should adopt a proactive approach and guide customers to solutions rather than just present alternatives.
How B2B Sellers Are Offering Personalization at Scale
To offer personalized solutions for B2B customers, business developers must be customer centric by being aware of industry trends and co-develop projects to tackle their counterpart needs.
Getting to Si, Ja, Oui, Hai, and Da
When doing business development with customers from different cultures, the trust you have built, the subtle messages you have understood and your ability to adapt to the context at hand, will ultimately make the difference between success and failure.
Activating the Sales Force for Rapid Growth
To close sales faster, one must turn to existing resources: target the most promising customers, leverage current capabilities to develop customer-oriented offers and efficiently track execution
The Lie That Perfectionists Tell Themselves
We should start thinking about productivity as the amount of impact that the work we produce.
Pedro Antao Alves 