by Sam Klaidman | Jun 19, 2025 | Growth
CUSTOMER-CENTERED MARKET DISCOVERY – GENERAL BUSINESS QUESTIONS In a recent post by Kristina Harrington, CEO and Founder of eCommerce software company GenAlpha, Kris wrote: “I’ve lost count of how many times I’ve heard, ‘Our customers don’t want to buy online.’ But a...
by Sam Klaidman | Oct 10, 2024 | Growth
Introduction This year’s most viewed article on the Middlesex Consulting blog list is “How Should I Price Spare Parts?” When I first saw this statistic, I wondered why it was so popular. Then, I realized that spare parts sales are usually the most...
by Sam Klaidman | Jul 11, 2024 | Growth
When my colleague Lalit Mohan Chandra Bhatt shared the title of this article on LinkedIn, “Cures Sell Themselves, Prevention Takes Persuasion,” he captured a fundamental selling truth in the B2B world. I couldn’t get the statement out of my mind...
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....
