Business to Business (B2B)
Companies selling to other companies have many important differences than retail. For this reason, we modify our processes to understand critical issues such as the buying center and influencers beyond the person your salespeople call on. With millions of dollars at stake with every relationship, B2B companies turn to Gelb to understand what matters most to their customers and organize sales and marketing efforts accordingly.
Among the most frequent requests made of Gelb:
- Build a B2B brand that’s an asset of increasing value
- Define marketing strategies to build customer loyalty
- Set pricing strategy to maximize profits and thwart competitive threats
- Assess and improve customer experiences to increase market share
- Make go/no-go decisions on new products and services
- Brand research and strategy for helicopter transportation company
- Brand strategy for industrial distribution company
- Brand research for large equipment manufacturer
- Customer value analysis across industry segments
- Employee alignment brand research
- Distributor brand evaluations
New Product Research and Commercialization
- Website testing
- New product concept testing
- Price sensitivity analysis
Marketing Strategy and Communications
- Brand rollout support
- Identification of high potential market segments
- Marketing planning
- Sales force planning
- Marketing metrics development
- Distribution strategy development
Experience Management and Dashboards
- Customer experience monitoring
