B2B or B2C - What's the difference and why should I care?

Business to business (B2B) or Business to Consumer (B2C), it's just selling and marketing to one person, isn't it? With B2C it's selling and marketing to the person who picks the product off the shelf or clicks the link on a webpage. With B2B, its selling to the buyer who gives you a purchase order, isn't it? To be successful you must understand two critical differences between B2B and B2C.

Gary Peacock, Account ManagementGary Peacock9 February 2018B2B, B2C, purchasing, Decision Makers, Costs, RevenueComment

As Negotiators have we lost the art of listening?

Negotiators build trust through listening

One of the great pleasures I have in working on live negotiations with senior global executives, is being able to watch great negotiators reach a successful outcome in tough circumstances. This is achieved through careful planning and a genuine connection with the other person or persons...

Stephen Kozicki, NegotiationStephen Kozicki16 July 2014Negotiation, Listening, Questions, Decision Makers, ValueComment