Podcast

    Should You Lower Your Price in a Pandemic?

    The second topic in this episode (after the team discusses a segmentation dilemma) is very topical: should you raise or...
    Podcast

    Trends That Shaped the Last Decade

    Sean wrote an article on Linkedin regarding 10 trends that shaped the decade. It's a fitting backdrop for our season finale, where several of these trends are examined for their ongoing relevance to the world -- and to your B2B business!
    Podcast

    When Should You Commit Brand Heresy?

    Brand heresy is the practice of established brands promoting in ways that are very different from their past positioning. For example, when an airline advises "think twice before your book a flight" something strange is going on! Mary, Sean and Tom share examples of brand heresy, and discuss if and when a strategist should commit it.
    Podcast

    Can Gamification Help B2Bs Sell “Serious” Products?

    The trend of gamification applies aspects of game-playing to business, in order to invite more customer interaction on your website, help you invent new products, and even get employees to go the extra mile to take care of customers. The team discusses what you can do to leverage fun and games in your business!
    Podcast

    The Impact of Coronavirus on B2Bs

    This special edition podcast was recorded on April 14, 2020 and focuses specifically on how to plan for the uncertain future spawned by COVID-19. The team puts this event into historical focus, discusses implications, and generally aims to help B2Bs be proactive in jump-starting their post-pandemic planning processes.
    Build Your Stakeholder Map Today - Free Access
    Our Impact Free Preview provides instant access to one of our most popular tools, The Stakeholder Map.  This powerful, yet easy to use. strategy framework can be inserted right into your plan and help you gain valuable insights.
    Click for instant access to our stakeholder mapping tool
    Podcast

    How Can B2Bs Improve Their Account-Based Marketing?

    Account-Based Marketing (ABM) is not a new idea, but B2B clients are starting to demand a more coordinated approach by their suppliers. The team discusses what ABM is (and is not) and describes several helpful tools that can make effective ABM a practical reality for your company.
    Podcast

    How Can B2Bs Improve Their Customer Experience?

    The new generation of B2B buyers have high expectations for the experience of interacting with and buying from suppliers. From the front-end of the "customer journey" (e.g., researching solutions) to the back-end (e.g., buying add-on products)-- to all interactions in-between, a focus on improving experiences provides a powerful non-price reason for customers to do more business with you!
    Podcast

    How B2Bs Can Personalize Like a B2C Company

    Many of us have experienced personalization in our relationships with consumer products and services providers. But can B2Bs personalize their offers and communications? The answer is YES. New technologies are enabling B2Bs to deliver increasingly more customized messages and offers. The team uncovers some of the keys to success in using personalization to drive higher margins and customer loyalty.
    Podcast

    Should You Practice Surge/Dynamic Pricing?

    This episode focuses on the trend of surge/dynamic pricing - the practice of charging more when demand is higher and vice versa. Just because technology gives unprecedented power to suppliers to match price with demand, should they do it? The team discusses the pros and cons of this variable pricing strategy -- when circumstances warrant it, and when to be cautious about the approach.
    Podcast

    The Rise of Subscription-Based Pricing Approaches

    This season's discussion of trends continues with a growing phenomena: replacing traditional pricing models with subscription-based pricing. The group discusses why subscription models can make sense in many types of B2B and B2C businesses, which situations are best for the concept, and the "watch-outs" for sellers considering the approach. Listen and decide if you should be consider this trendy pricing strategy!