by Sean Geehan, Author
The B2B world shares many traits with the B2C market. However, two of the crucial differences are number of customers (weighting) along with the industry expertise (domain knowledge) that B2B decision makers have. In most cases, B2B companies ... read more >>
by Rob Urbanowicz, Principal
In today's increasingly complex and competitive marketplace, the adoption of a customer advisory board (CAB) has helped companies thrive and win business. Optimally consisting of customers from a company's key segments, CABs can provide answers to many questions... download now >>
By Karen Posey, Senior Consultant
Learn how to launch a successful ESP beginning with internal alignment from the CEO, proper structure and pace... download now >>
by Rob Urbanowicz, Principal
What intrigues me most about retention and growth initiatives is that most fail to realize that sales and service are delivered on the front lines, with teams and people interacting and delivering business value with decision makers... download now >>
by Karen Penney, Senior Account Manager
Recruiting is one of the most important aspects of building a successful Advisory Board. It takes planning, preparation, and following some fundamental steps. If executed properly, achievable objectives are 70% acceptance and 90% retention... download now >>
by Rob Urbanowicz, Principal
Did you ever wonder why such a high proportion of satisfied B2B customers end up leaving and moving to a competitors’ product or service? BusinessWeek cited that 60% of defecting customers describe themselves as satisfied just before defecting... download now >>
by Karen Posey, Senior Consultant
If you are in the Business to Business (B2B) world chances are that close to 20% of your customers make up approximately 80% of your revenue. At the Geehan Group, we call this the B2B phenomenon. There is a distinct difference between what your top customers look like if you sell B2B vs. Business to Consumer (B2C). In the B2B world the focus is on the vital few; B2C you are marketing to the masses... read more >>
