Knowledge @ ISD Global

Three Lessons Business-To-Business Sales Professionals Can Learn from Direct-To-Consumer Brands

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Today, business buyers can exert greater control over the sales process than at any time in the past. They have their choice of vendors and make decisions on their terms. These business-to-business (B2B) decision-makers are used to personalized and frictionless buying experiences; they book vacations through Airbnb and use one-click shopping on Amazon. Their expectations as consumers inform how they discover, research and buy products across the board. Read More

The Demise of Blockbuster, and Other Failure Fairy Tales

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When big companies collapse, the story is never simple

Attend just about any business conference today and you’ll hear a familiar tale of woe. A once great corporation, which had dominated its industry, fails to adapt and descends into irrelevance. The protagonists of these stories always come out looking more than a little silly, failing to recognize seemingly obvious business trends. Read More