Eric Jacobson
MAY 7, 2018
For instance, while buyers most want to talk about : What my company is trying to achieve with the purchase The reasons my company needs to make the purchase My company’s overall goals … sellers most want to talk about : Pricing How the product/service works (a product demo) So, if you sell, you need to read this book.
Harvard Business Review
OCTOBER 10, 2011
Large companies have millions of people in the form of suppliers, employees, distributors, customers, customers' customers, and other stakeholders. Individual people populating the company's value chain are emotionally unconnected and unengaged because nobody has set up the process through which they could come together as a community.
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Harvard Business Review
SEPTEMBER 20, 2012
When participants from a high-performing division of a Fortune 100 company were polled during a Thunderbird webinar, fully 60% said their division was successful despite their leaders. And 35% of respondents in a broader study of all high-performing companies said the same thing. How does that happen? FOREVER ENTREPRENEURIAL?
Harvard Business Review
MARCH 8, 2011
Bernard Arnault has a proven track record of building luxury goods brands and creating financial value for a multitude of luxury product lines. Besides, both of these companies are publicly traded, and both are still largely controlled by a small investor group or influential leadership team. That is not what he does.
Harvard Business Review
JUNE 12, 2013
The approach echoes Ted Levitt''s famous comment about selling ¼ inch holes rather than ¼ inch electric drills, and advocates a mindset shift away from selling products to "doing jobs" that solve customers'' problems. We agreed to work on a new kind of segmentation based the combinations of jobs that customers need to get done.
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