Traditional car manufacturers transitions to NEV/EV is an invasion of their own customer base. Many are losing margins and customers.

Amazon can now sell goods faster than others. Amazon Delivery is bigger than UPS and FedEx. See new Alien Invasions connected by Amazon.

Amazon has matured from retailers' friend to deadly threat. Amazon may be the next competition step to huge sales markets for global sellers

Indian IT services are being forced to change by global economic challenges. Forced changes for staff and operations require big changes.

The start of new fiscal years means breaks in the activity cycle for many vendors and suppliers. This time of the year is a great one to...

Customers, whether industrial or consumer, like deals. Whether It’s in the sook, the flea market, or eCommerce, business buyers notice...

The effects of inflationary expectations The previous post in the series discussed the “number in your head” which amounts to management...

EkaLore has written at length (“The Entrepreneur’s Journey”) about the effect on decision making (“Yes/No/Maybe”) where the mental value...

In the spirit of EkaLore's habit of taking into account how the world at large affects business people, we're looking at stock price and...

Although this blog is focused on sales, that is only one part of the company. Yet it needs to be in accord with the rest of the...

Change can strain relationships even in good times. When the market is under pressure, changes to comp plans and quota can be especially...

Bang! – Clash! – Clatter! is our framework for understanding what happens to both buyers and sellers when prices must go up. This post...

Bang! – Clash! – Clatter! is our framework for understanding what happens to both buyers and sellers when prices must go up. This post...

Our last sales strategy post described 4 things that can ruin your sales quarter. In it we talked about a framework to understand how...

1. Your big customer doesn’t accept your price increase on your latest proposal 2. A new competitor courts your customer and is...

In this inflationary period, a key management question is simple: When do we raise prices? In enterprises, the ‘voice of the customer’...

Lots of products that were only available through distribution are now available from Amazon. If your business involves resale, what...

Forget about the Ideal Customer Profile, Do you fit your prospect's Ideal Vendor Profile? Is there a sales book out that doesn’t preach...

Our last post recommended preparing for and setting up executive to executive meetings and other staff to explain prices changes to major...

Here is a third internal conversation that can help blunt the effects of a higher price announcement. Plan more communications with...