The Irresistible Dangers of Micro Targeting
If you are selling diapers (nappies we call them in the UK) you should target parents with babies. If you're…
B2B Blog
Forecasting – an Art or Science?
During a briefing by academics at the London School of economics, the Queen of England asked a very nasty question…
Names you may regret
August is the silly season. It is the time of year, when we disappear on holiday and the world goes…
Is Training a Critical Marketing Expense?
Howard Schultz, the founder of Starbucks, is always good for a quote. We came across one the other day which…
The Age Of Responsiveness Is Dead
What would you think is a fundamental customer need, a key differentiator, whose importance has diminished over the past 3…
Who The Hell Makes This Car?
If you opened the Financial Times this weekend, on page 3, the slot reserved for beautiful women in the Sun…
Me, Biased, You Are Joking!
Three years ago, an interesting experiment was carried out by Guy Mayraz, an economist at the University of Melbourne. He…
The Salesman Is Dead! Long Live the Salesman!
Selling has never been regarded as a profession – at least it's never been thought of as a profession in…
Putting a Price on Electric Cars
We like the concept of the value equivalence line. When somebody buys something, there is a natural balance between the…
Wolseley and B2B International Honoured as a 2016 Confirmit Achievement in Customer Excellence Award Winner
11th Annual ACE Awards Shine Light on Outstanding Voice of Customer Activities Wolseley, the world’s largest trade distributor of plumbing…