Chris Koch
MARCH 4, 2011
In fact, buyers are hungrier than ever for good ideas presented in an objective way that target their specific needs. It’s not that the journalists have gotten lazy; it’s a problem with the business model for B2B publishing. Today, publishers must substitute traffic quantity for quality of subscribers to get advertisers to buy.
Chris Koch
AUGUST 21, 2009
Survey internal sales and marketing staff, customers, target markets, and influencers to determine what they are looking for. Here are some questions to ask: Do customers view of you as a thought leader; if not, can they envision you moving into that role? What are customers’ areas of interest?
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Chris Koch
AUGUST 21, 2009
Survey internal sales and marketing staff, customers, target markets, and influencers to determine what they are looking for. Here are some questions to ask: Do customers view of you as a thought leader; if not, can they envision you moving into that role? What are customers’ areas of interest?
Chris Koch
JANUARY 8, 2010
Companies that made commodity products would tell me with straight faces that even their financial processes were unique—GAAP be damned—and that they needed to customize their software to fit “our ways of doing things.” Your internal learning network should integrate with the ones you want to build for customers. The rest is promotion.
Chris Koch
JANUARY 29, 2010
This price is one that high-level executives have been calculating for years as providers woo them with memberships in customer councils and invitations to private events. And some companies have disclosure rules that make it hard for their executives to participate on customer advisory boards. Relationship. The price will change.
Chris Koch
JANUARY 29, 2010
This price is one that high-level executives have been calculating for years as providers woo them with memberships in customer councils and invitations to private events. And some companies have disclosure rules that make it hard for their executives to participate on customer advisory boards. Relationship. The price will change.
Chris Koch
FEBRUARY 5, 2010
Regardless, it’s a twist on an old consultant’s trick: Gain attention and credibility with press, customers, and influencers by creating your own definition, which gives you the ability to insert the “what we call x…” phrase into descriptions of otherwise basic things. What are customers’ areas of interest?
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