Articles
Value-based selling focuses on differentiation
There are so many brands and so many choices today, it can be a confusing sea of sameness for consumers. Now more than ever, it’s important for brands to sell on what makes them unique. What are the...
To inspire, you must first be inspired
Most of us have had experiences with uninspired salespeople. Often they seem as if they’d rather be doing just about anything other than what they’re doing at that very moment. It negatively impacts...
Success can be your biggest barrier
In our years of helping companies improve their success with their dealers and distributors, it has always been far easier to work with a company that has been in a slump. Their dealer network is...
Engaged sales channels win every time
In my last column, I introduced the first of 12 truths in business. These truths are often the difference between engaged sales networks that drive performance and those that lack passion, resulting...
10 Insights for Future B2B Success
Over the course of several decades, we have worked with hundreds of manufacturers to help them discover their brands. We have interviewed customers, employees, executives and dealers to learn what...
Retail changes could be here to stay
Throughout the COVID-19 pandemic, we have monitored its impacts on retail—a sector that’s faced substantial challenges over the last few months. Knowing automotive sales is often a leading...
B2Bs should focus on customer loyalty
Greater Fort Wayne Business Weekly—March 2019 Customer loyalty is perhaps the most critical element of business success. We all know the value of loyal customers and have read the statistics about...
Amplify the differentiation
Greater Fort Wayne Business Weekly—February 2020 The range of products for sale these days is almost overwhelming. A quick scan of Amazon gives you a sense of just how many choices are out there. As...
Build Value in B2B Brands After Acquisition
Greater Fort Wayne Business Weekly—February 2021 The most successful private equity (PE) firms buy good B2B companies on a bad day and turn them around for the benefit of all involved. They make it...
Are you game?
The application of game mechanics can be seen almost everywhere these days. From earning hotel points and frequent flyer miles to playing the Monopoly game at McDonalds. But while this type of...
Getting social with learning
We’ve all heard the saying, “Do as I say, not as I do.” It’s taking the easy way out by speaking the words but not backing them up with action. But the value of backing one’s words up with action...
Distance Learning Can Work with the Right Ingredients
At the onslaught of the pandemic, educational institutions were thrown into a tailspin. With just a few days’ notice, schools were shuttered to fend off the spread of the virus. Suddenly distance...