Eric Jacobson
MARCH 18, 2013
You can likely already imagine that I consider this a must-read book for any business owner and any leader -- even leaders who manage businesses that don't directly connect with consumers. Here are his answers : Question : When you consider all the Business-To-Consumer (B2C) companies in the U.S., And honestly, it's about time.
Strategy Driven
JUNE 9, 2014
Don’t forget their managers who force them to use an uncomfortable ‘system,’ a non-sales helpful CRM, and hold their salespeople accountable for their actions and numbers. EXAMPLES: Retail sales, banking, trading stocks, buying cars, traveling, and, most important, the ability to research the opinions and outcomes of others.
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Harvard Business Review
APRIL 26, 2011
Much of the conversation about customer-centricity focuses on business-to-consumer (B2C) firms. These customer experience management initiatives can be complex. The team kicked off by conducting in-airport interviews with travelers. This post is part of Creating a Customer-Centered Organization.
Harvard Business Review
SEPTEMBER 25, 2018
And they can be very expensive — in addition to overseas business travel, local distribution partner relationships require significant up-front investment to get started and to manage effectively. Both of these approaches, however, are time-intensive, requiring executives to spend weeks or months in foreign markets.
Harvard Business Review
OCTOBER 21, 2013
The managers who express this idea in our simulated competitive games aren’t thinking of some simple shelving-units-on-wheels format – the kind of oversized salesman’s bag that’s been hauled out to prospects for decades. It has made me think I should consider it more closely, and share it more broadly.
Harvard Business Review
JULY 30, 2013
B2C sales and customer acquisition efforts are a different matter (and one I''ll perhaps address in a future blog), but for B2B, those three models are the most common pattern. With no travel budget and no field offices, the numbers pencil out nicely. I''ll discuss each one below. 1) Enterprise Sales. in quota for a rep (i.e., $1m
Harvard Business Review
NOVEMBER 19, 2013
Innovation consultancies tend to have a preferred methodology for working with their clients, such as human centered design (also called ‘design thinking,’ popularized by IDEO, Continuum, Frog Design and others), Lean Start-up, or analytical models used by large management consulting firms. A Different Approach.
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