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Value Pricing Retains Both Customers and Profits

Your pricing strategy has a direct impact on customer loyalty. Reasonable prices increase customer trust and confidence in your entire organization. If your pricing seems unfair or poorly managed, they lose confidence in you. A solid pricing strategy is fundamental...
Voice of the Customer – Needs Research

Voice of the Customer – Needs Research

Clearly identifying your customer needs is fundamental to a strong commercial engine, yet many manufacturers use legacy data and opinions rather than hard facts derived from sound research. Manufacturers have many pressing issues that need immediate attention....
Aligning Lead Management, Buyer Journey, and 3 Funnels

Aligning Lead Management, Buyer Journey, and 3 Funnels

[Part 3 of 3] In Part 1 of this series I introduced the three-funnel segment approach for maximizing your commercial engine. In Part 2, I showed you how the Commercial Engine maps to the Buyer Journey. Here in Part 3, I’ll provide the last piece of the puzzle –...
4 Digital Transformation Fundamentals

4 Digital Transformation Fundamentals

In the past 5 years the acceleration of the digital transformation for manufacturers has been nothing short of awe-inspiring. Every few months advancements in managing big data, connecting equipment through the Internet of Things (IoT), serving customers with...
Mapping the Buyer Journey to Your 3 Funnels

Mapping the Buyer Journey to Your 3 Funnels

[Part 2 of 3] In Part 1 of this series, I introduced the three-funnel segment approach for designing your commercial engine. The commercial engine is the company’s system for obtaining leads, selling, and serving the customer. Your commercial engine funnel consists of...