This article first appeared on Industrial Distribution.I recently read a great article on Harvard Business Review entitled “The Benefits of Bargaining with Your Customers.” It centered on willingness to pay and why it’s so critical. The author, associate professor of strategy at INSEAD, Andrew Shipi...
This article first appeared on Built-In Austin Austin tech collectively raised more than $950 million from investors in 2017, up by about $40 million over 2016. Of 146 rounds, the average investment size sat at around $6.4 million. These are the top 10 largest fundings of the year, totaling $377 mi...
This article first appeared on Manufacturing Net. How much of your workforce is comprised of millennials, or people between the ages of 18-34? As of 2015, millennials have outgrown1 both Gen X and baby boomers in the United States workforce and now make up the largest percentage of today’s global w...
This article first appeared on SellingBrew Playbook. Intuitively, most of us recognize the importance of staying ahead of customer defections, expanding sales into existing accounts, and protecting profits through better pricing and negotiation. But beyond simply acknowledging their importance, jus...
This article first appeared on Forbes. While Gartner predicts that artificial intelligence (AI) will be a top-five investment priority for more than 30% of CIOs by 2020, for B2B executives, questions linger. Particularly, will the hype around AI greatly exceed reality, or can it bring real value to...
This article first appeared on Business 2 Community. B2B sales people are competitive by nature and, as B2B sales leaders, we are responsible for coaching those competitors. Yet, coaching a team that delivers flawless execution with outstanding results can seem as elusive as the World Series Champi...
This article first appeared on Industrial Distribution.Per a recent Modern Distribution Management article, the second-most important factor to improving shareholder value is strategic pricing. Yet, it’s often the last bastion of guesswork in B2B, riddled with commonly-held misconceptions...
This article first appeared on Industrial Distribution. Today, more than 52 percent of the Fortune 500 companies from 2001 are gone. Once high-performing brands such as Borders, Blockbuster, Kodak and Circuit City are now out of business. It’s an important — albeit jarring — reminder for B2B compa...
This article first appeared on Forbes.comThere are a lot more candidates than positions, and not every person is a good fit for every company culture. Some people prefer a deeply collaborative workplace, while others thrive when they can work mostly independently toward team goals.What technology ex...
This article first appeared on Forbes.Technology executives have options when it comes to creating success, but ignoring change isn’t one of them. The field demands constant adaptation and analysis. The processes that work well now may not hold up seven or even three years from now.There are so...
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