the ceo magazine, b2b ecommerce
Tony DiCostanzo, President, BookPal

The world of e-commerce is continually evolving. Business to business (B2B) online revenue is rapidly catching up business to consumer (B2C) e-commerce revenue, with B2B expected to reach $800 billion to $1 trillion in 2014—creating a paradigm shift that provides exciting opportunities for online sellers ahead of this shift to either take advantage of it, or fall behind as their competitors embrace the growing online B2B opportunity.

the ceo magazine, customer service
Eric Berridge, CEO, Bluewolf

Today, the power of shaping brand experiences has shifted to the customer — they drive the sales process and dictate when, where, and on which channels to interact with your brand. Leadership needs to shift with this change, as digital disruption and increasing customer expectations are forcing organizations to compete on the basis of customer engagement to scale. If companies want to accelerate growth and achieve business outcomes, they need to know their customers as people, not transactions, and work to develop a culture that empowers employees to drive deeper engagement.

the ceo magazine, sales management

In management, as in sales, who should be making the commitment—you or your buyer?

If you said you, you will want to change your ways. You are caught up in traditional management and sales techniques and need to do the opposite.

The opposite to making a commitment is gaining a commitment by engaging and empowering the other person—the buyer. 

the ceo magazine, sales management,

If you are a small business owner, independent contractor, or have any career in which you predominantly work for yourself, you've probably experienced a time when you've been without clients or otherwise out of work. This is always incredibly stressful; even if you've got money in the bank, at some point you can't help but worry that you'll never work again. You wonder how you're going to pay your bills, and what will happen if you're out of work for more than a couple weeks. Then the minute you get a new job, client, or contract, you most likely throw yourself right into the work. You get excited, devote all your time to it, and get everything accomplished quickly and efficiently. After all, getting the job done with speed and thoroughness is the best way to serve yourself, isn't it?

I recently had the opportunity to talk to a group of individuals who are focused on selling to small and medium size businesses. I was trying to give them a snapshot of the profile of the small business owner and why we are very different than the large, complex customers they typically serve. While one should never view all small businesses under the same lens there are some things that I know are typical with the small businesses I work with around the country. To begin, small businesses make buying decisions quickly and usually consider a number of factors. Here are a few.

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