Imagine a B2B salesman without a phone. It would be like a doctor without a stethoscope or an artist without a paintbrush. The telephone has played such a significant part in B2B sales that it has nearly become synonymous with the whole industry. Prospecting, qualifying, nurturing, and, on occasion, pitching and closing are all done […]
Traditionally, B2B purchases included a complex sales process involving several contributors and decision-makers. This frequently convoluted process involved study, assessment, and stakeholder involvement, followed by more research, evaluation, and stakeholder engagement before reaching any final judgments. While some B2B journeys are still this complex, the system is evolving. During the pandemic, face-to-face meetings and in-person […]
Consider being a mom-and-pop shop in America in the early 1980s. At the other end of town, a massive mall has unexpectedly opened up. Forty-plus years later, we’ve all seen how the majority of these stories ended. With the emergence of Walmart, Costco, and Target, the tradition of local, family-owned businesses began to dwindle swiftly. […]
Honest consulting for e-commerce businesses.