Category - "most-recent-blogs"

MIT and the new physics of marketing

Yesterday's New York Times had a fascinating article about changes in teaching introductory physics...which got me thinking about the changes we're working through in marketing. Like most universities, M.I.T. has traditionally taught introductory physics in large lecture halls. Professors[...]
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When the Client Says “We love you guys, but…”

In this economy, deeper top account penetration may be one of the few ways firms will generate new solutions revenue. And with clients looking for every reason not to spend money, account penetration will rely heavily on strategic insight and deep relationships. If many of your top accounts are[...]
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What's with the rocks?

You'll notice the rocks dotting our Website. As you might know, the stacked, often precariously balanced rocks are called cairns. They have been around for literally thousands of years, dotting the countryside across Scotland and Ireland and showing up in similar forms around the world. One of[...]
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The solutions challenge

Globalization and the Internet have caused a fundamental shift in business-to-business markets. Buyers now have the upper hand as sellers contend with global competition and near-complete transparency. But buyers face the same dynamics with their own end-customers. So they have greater choice in[...]
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