Customer Relationships

I know we're talking about B2B and not B2C, but the cover of the latest BtoB Magazine bothers me. I think the editors are still thinking in terms of "outbound"  rather than "inbound." Would a more appropriate headline be "Demand Generation Guide 2011" if in fact the issue contains content that helps B2B marketers find success? After all, aren't strategies that build interest and demand for a business's products far more sustainable - and viable for secondary advocacy strategies based on forged...

You may be familiar with the customer decision journey, if only how the idea relates to your own process of  hunting, gathering, weighing and measuring.  There have been some really interesting posts over the past 6-12 months discussing the evolution of the traditional sales funnel into a new framework that reflects information accessibility, technology ubiquity, and the manner in which our culture has rapidly shifted to actively seek and consume bits of media through myriad of channels.  Facing...

Anyone who's browsed this blog understands my passion for the consumer/customer. I assert that they MAKE your business. Yes, that may sound obvious--the premise is commerce, after all. But what I mean is, consumer insight is the holy grail business strategists, product developers, marketers, and sales forces should forsake most other tools for.  Insight can help a business: Anticipate: flaws, lack of functionality, holes in offering suites Mitigate: lessen the impact or importance of flaws...