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Every Go-to-Market Plan Needs a Value Creation and Monetization Section

Every Go-to-Market Plan Needs a Value Creation and Monetization Section

by Sam Klaidman | Mar 8, 2024 | Customer Value Creation

Why Create a Go-to-Market Plan? A go-to-market (GTM) plan is needed whenever a business performs any of the following activities: Selects its initial product Creates a new product or service for its current market Creates a new product or service for a new market...
B2B Manufacturing Does Not End at The Shipping Dock

B2B Manufacturing Does Not End at The Shipping Dock

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...
Explore the Advantages of Consultative Selling

Explore the Advantages of Consultative Selling

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...
The Difference Between Upselling and Cross-Selling

The Difference Between Upselling and Cross-Selling

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....
The Supply Chain Ends at Value from Outcomes

The Supply Chain Ends at Value from Outcomes

by Sam Klaidman | Jul 7, 2023 | Customer Value Creation

People from every walk of life have become imprecise when using many words and terms. For example, we “google” everything, yet Google is a company name. It’s the same with Xerox™: it is such a common shorthand for photocopying that we don’t have to explain what we...
For Industrial OEMs, 2023 Is the “Year of Equipment Life Extension”

For Industrial OEMs, 2023 Is the “Year of Equipment Life Extension”

by Sam Klaidman | Jan 18, 2023 | Customer Value Creation

In April 2022, I wrote an article about managing during an inflationary period. Now, we know that we are living with high but declining inflation. We do not know how long this inflationary period will last or if we will enter a recession before we emerge from it. But...
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