The conventional wisdom concerning the positives of branding business-to-business products is most compelling, as articulated by Hard University Prof. John Quelch. Quelch points out, in B2B Branding: Does it Work in the November 28, 2007, issue of Working Knowledge, the Harvard Business School’s on-line weekly newsletter, that among Interbrand’s 10 most valuable brands include Microsoft,…

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A wise salesperson once mentioned to me that sales is a container function.  It contains the relationship between the customer, partners, and the company in order to facilitate a decision that results in a transaction.  Though far from perfect, sales as a container isn’t a bad analogy.  It also bespeaks of the precarious nature of…

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Wintry Hearth Rejuvenates the Importance of Being True The CEO/MD must be the Brand Cheerleader. The Brand creates a common purpose that bonds the company’s stakeholders. Interbrand’s 10 most valuable brands include Microsoft, Intel, IBM, and GE, all generate more B2B revenues than sales to end users. Sales acts as a container, binding together relationships…

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