How was it for you?

November 1, 2018 by  
Filed under News

B2B marketing and sales departments are usually well up to speed with why customers buy their products, but are often less clued-up about how they buy them. So how do sales to new customers happen? By what process does a prospective customer move from a state of knowing nothing about your products or services to […]

Who really needs a faster horse?

June 5, 2016 by  
Filed under News

You’re probably familiar with the story. Apocryphal or otherwise, the legend goes that Henry Ford dismissed customer research with the phrase, “If I’d asked my customers what they wanted, they would have said a faster horse.” But not every company can rely on product innovation to create or grow market share. For many, invention isn’t […]