Tag Archives: Organization

4 Buyer-Focused Strategies B2B Businesses Must Get Right For 2014

The process of planning and budgeting has begun or is about to begin for many senior leaders returning to post-summer planning mode.   Usually, the fixation is on the budget.  An exercise some welcome.  While others loathe. While the quantitative budget process is of importance, so may be getting the organization right about their buyers.  By right, I refer to getting to know them and help them.  Organizations can continue to operate in a vacuum.  Sometimes, losing their focus on their customers and buyers.  Internal issues and the daily operations dominate each day.  Customers and buyers become out of focus. The…

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Tony
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4 Hurdles To Being Customer-Centric (4 Steps to Jump Over Them)

In commoditized markets, B2B organizations are under constant threat of watching their customer base evaporate into thin air.  Getting caught flat-footed as markets migrate to competitors offering newer products and services.  Suffering the consequences of not transitioning from a product-centric company to a customer-centric company. Is Customer-Centric Enough? B2B organizations continue to struggle in the shift from product-centricity to customer-centricity.  This is despite taking extraordinary steps to do so.  Heralding new programs designed to focus the company on their customers.  Implementing customer experience initiatives.  Beefing up customer service capabilities.  Creating new services to improve delivery and implementation.  Yet, today such…

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Tony
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