Prognostication is risky. Especially when it comes to business. This article goes out on a bit of a limb, connecting seismic shifts in B2B purchasing to a new set of competencies professional sales people will need to be more efficient
Napster was incredible. Ask anyone who remembers. Peer-to-peer file sharing – a simple and brilliant idea flawlessly executed – gained tens of millions of fans in the span of months and simultaneously took down an industry. More than a decade
“Nothing motivates like necessity” is an old saw I have seen proven over and over. It’s also true in B2B sales as companies today, for the most part, only buy what they think they really need. That nice to have
Remember when the Apple store was super cool and the busiest retail site in the whole mall if not planet earth? Not sure either is the case anymore. Let me tell you about my visit to the Apple Store today.
Remember the classic oversimplification of product, price, and promotion – the so-called three Ps? They are all still very much in play only much differently. The internet has really put that last P (promotion) through the wringer. Way back when