by Sam Klaidman | Nov 8, 2023 | Growth
If you make tangible products and have been in business for more than seven or eight years, you have legacy products in your installed base. That is fine because industrial OEMs expect after-sales service to generate eight to 10 times the original sales revenue during...
by Sam Klaidman | Oct 16, 2023 | Customer Value Creation
This article first appeared on Linkedin Customer Value Creation In the B2B value creation chain, the product’s end user team is the only people who can identify and quantify the value they receive. Neither the purchasing agent, the delivery truck driver, nor the...
by Sam Klaidman | Oct 2, 2023 | Customer Value Creation
Introduction Bob is the vice president of manufacturing for a business that processes, packs, and ships seeds to customers in the lower 48 states. The company has a constraint in the bag and seal area. Bob set up a buying committee consisting of himself and the...
by Sam Klaidman | Sep 7, 2023 | Customer Value Creation
Introduction to Upselling and Cross-selling Have you ever wondered what the difference between upselling and cross-selling is? Upselling drives more value for customers, while cross-selling enables customers to achieve new value. Let’s take a look at a few examples....
by Sam Klaidman | Aug 7, 2023 | Growth
Recently, both inflation and labor reports have indicated that the likelihood of a recession is declining. An improved economy means business leaders can take one eye off economic risk and increase their focus on growth (total revenue and earnings before interest,...
