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B2B Sales Strategy (67)

Saving Customers Money Is Good. Creating Value For Them Is Better.

I received an insightful comment on my posting, “The Hidden Truth About Creating Value.” The reader took issue with my definition that value, in business, can only be defined as creating something that customers are willing to pay a premium for. Here is what he said:

The Opposite of a Remarkable Experience

Seth Godin got’s a great example of how the little things kill a client experience – the opposite...

Congrats Steelers & A Riff on Super Bowl Advertising

It is no secret to anyone who reads The Fast Growth Blog or anything else I write that I am no fan...

It's Time To Stop Giving Customers What They Want!

I just sat through a three-hour workshop for CEOs on the topic of customer feedback. It made me...

The Broken Plate Theory

The key to successful growth is broken plates. Let me explain. There are only three resources...

Where Are You Coming From When You Go-To-Market?

Despite all of the talk within business circles about customer-centered initiatives, the reality is...

What IF...?

What if your business could accomplish things you never thought it could accomplish? What if you...

Presence – A Warning Against Trying To Solve New Problems With Old Solutions

I’m reading a fabulous book, Presence, by (among others) Peter Senge, famous for The Fifth...

Find Your Prescription For Creating Value

It's tough being a doctor today. Traditionally, all medical professionals have operated under the...

Wall Street Journal Article Shows Madison Avenue Still Doesn't Get It

It finally sank in on Madison Avenue in 2005 that the 30-second commercial is fading as a means of...
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