Once Jeff Bezos said: “We see our customers as invited guests to a party, and we are the hosts. It’s our job every day to make every important aspect of the customer experience a little bit better.” And what happens if your guests don’t like the party? They leave. Customer Churn can be described just like that. The phenomena of loyal… Continue reading 4 factors inducing Churn in B2B – guess what? Price is not among them!
The impact of pricing on the bottom-line by far exceeds the effects of cost-optimization or volume gains. But although pricing is the key profit driver, many companies do not get it right. Most B2B companies still rely on a cost-plus pricing approach which derives selling prices by determining the cost of the product or service and adding a markup on top.… Continue reading Why might your current pricing approach harm your profits?
The 14th of February just passed (sorry, we should have reminded you last week to avoid couple crisis :D) – and it is the day of lovers… Two people that found in each other extraordinary characteristics and decided to start a beautiful journey together. We are a little less romantic and more prosaic, and today… Continue reading How to make your customer fall in love with your business: Customer journey is the answer.
Segmentation is the process to group different products and customers into categories based on their similarities. Why do we stress the importance of segmentation? As it serves as a basis to many analytical works aimed at commercial excellence. In this article we are going to introduce 4 commercial areas where segmentation provides real advantage. In… Continue reading 4 areas where to apply segmentation to increase your profits in B2B sales
Your customers are not all the same. And so are not your products. In fact, each B2B customer and prospect is unique and to provide them with a great customer experience, an aspect that is becoming increasingly more important in B2B sales, companies need to understand their customer base to adapt their offering and communication… Continue reading The 4 groups of segmentation methods you need to consider for B2B Sales Improvement.
The rapid technological advancement paired with an accelerating digitalization of workflows and processes generates large amounts of data. While in the common understanding, data might have a negative or boring connotation, data is nothing else but information. And information, if processed smartly, is power – and in modern days, for businesses, through data analytics, provides… Continue reading The 7 areas where you should apply data analytics in B2B sales