Archives
The conventional wisdom concerning the positives of branding business-to-business products is most compelling, as articulated by Hard University Prof. John Quelch. Quelch…
More A wise salesperson once mentioned to me that sales is a container function. It contains the relationship between the customer, partners, and…
More
Wintry Hearth Rejuvenates the Importance of Being True The CEO/MD must be the Brand Cheerleader. The Brand creates a common purpose that…
More Try this thought experiment. You are the CMO for a top telco. Your company’s portfolio includes the expected assortment of wireless and…
More John Quelch was one of ten marketing experts profiled in the 2007 book, Conversations with Marketing Masters, authored by Laura Mazur and…
More When should a C-level executive pursue an add-on vs. a versioning strategy? What makes one more attractive than the other? Should every…
More In the Internet age, information has become a commodity. It’s available everywhere for no cost. The New York Times, which was always…
More The Beauty of Autumn Colors Rises from the Death of Chlorophyll Kill erratic brands. – Global brand builders position the brand in…
More Price waterfalls, by definition, deal with price. While price and value should be intimately related, we know this is not always true. …
More New ventures would be wise to go slowly with the initial sales effort and carefully manage the “sales learning curve (SLC),” according…
More