Propose Enduring Solutions
Building enduring relationships with B2B customers relies on proposing solutions as investments in their future rather than one-time transactions.
#growth
Solving, Not Selling
To grow your business, you can add new customers, raise your average unit price, or increase your orders from existing customers. The third strategy has proven to be the most productive method for generating sustainable growth; successfully implement one of the other two as well, and growth can be exponential. Key to increasing your business with current customers is proving that you’re focused on solving, not selling – that you’re not seeking one-time transactions, but …
Leveraging Competitive Advantage
You’ve invested much to create and strengthen your competitive advantage; it’s a combination of your offerings and your culture. Leveraging it to productively drive your growth, in an increasingly dynamic market, compels you to consider how best to invest your precious time and resources going forward. Your customers, your competitors, and you are simultaneously experiencing the same evolving market trends, so what is valued, and what creates value, is changing more rapidly. Staying abreast of …