B2B rules are changing, lines are blurring, and the business models that once fueled B2B growth are no longer producing the same results.  With a primary focus on selling to intermediary customers, many have lost touch with the end-user, which can lead to commoditization. The solution? Evolve to a B2B4C model, which emphasizes a healthy …

“Yes” is such a beautiful word – and it can be an unexpectedly limiting one, too. Short, sweet and positive, it typically signals agreement and, in a business setting, a sale. But too much emphasis on learning why B2B customers say “Yes,” (that is, only telling you their priorities for a positive purchase decision), may …

With business becoming more international in nature, those that rise above the competition are those that understand the importance of cultural diversity, when planning their marketing and sales efforts.

There is a silent revolution emerging in the market place and it is taking established brands and retailers by surprise. A broad shift is taking place in how consumers are buying and getting products delivered. Firstly, it’s all moving on-line and secondly on-line business models have been quick to offer fast, easy and hassle-free shopping …

If you asked your colleagues why they or your organisation have recently lost business to a competitor, what would they give as the most common reason? When I’ve asked clients or audiences the same question, without fail the immediate response is ‘price’ – and that happens pretty much anywhere in the world I happen to …

When we engage in discussions or group meetings, there usually are several people who like to observe and listen.  Pushing their seat back, as to take in the full view from afar.  Becoming a spectator as opposed to a participant.  In the end, leaving the participants to wonder and guess at what spectators of a …

We recognise and are attracted to authenticity. Whether consciously, just knowing it when we see it, or on a subconscious level, feeling drawn to a particular person, product, service or brand. This connection to authentic people and companies becomes even stronger, when our experience with them shows us their values are similar or in alignment with …