Featured image for “Engage your B2B Customers”
November 1, 2023

Engage your B2B Customers

In a continuation of how to interview customers, Dan Adams discusses how to engage your B2B customers. You have a few objectives when interviewing: customer insight and customer engagement. The best salespeople ask questions that engage customers about their needs. 
Featured image for “Persuade customers to be interviewed”
October 10, 2023

Persuade customers to be interviewed

Dan Adams is back with the latest in his innovation video series – getting your customers to talk.
Featured image for “Quantitative Interviews are a Must”
September 5, 2023

Quantitative Interviews are a Must

Want to know how to eliminate innovation errors? It starts with quantitative questioning!
Featured image for “Build Your Interviewing Skills”
August 16, 2023

Build Your Interviewing Skills

Dan Adams is back with his latest in his Growth & Innovation series and explains how to apply probing questions in your customer interviews.
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March 30, 2023

Let Your Customers Surprise You

Hate surprises? Same. There’s a time and a place for surprises and you can usually find them by interviewing your customers. Dan Adams discusses probing answers from customers. 
Featured image for “B2B Interviewing Fundamentals”
March 1, 2023

B2B Interviewing Fundamentals

What are we trying to learn when we conduct B2B interviews? But beware omission and commission, which may derail what you are working to discover.
Featured image for “Everyday Voice-of-Customer: How to Capture Insights from Every Customer Interaction”
February 21, 2023

Everyday Voice-of-Customer: How to Capture Insights from Every Customer Interaction

Whether you sell print services, printing presses, or support those industries, your sales and service representatives probably make hundreds of calls annually. You can multiply the value of those calls by applying simple, “Everyday VOC” techniques.
Featured image for “New innovations in digitally printed textiles address unmet needs”
January 26, 2023

New innovations in digitally printed textiles address unmet needs

A look at innovations in digital textile printing and why they matter. The analysis explores “what must be true” in order for digital textile printing to increase penetration of the printed textile market.
Featured image for “Eliminate most commercial risk”
January 25, 2023

Eliminate most commercial risk

Are you gambling with R&D dollars? You can eliminate technical risk in the development stage. But how can you reduce commercial risk in the front-end? Stop guessing and start researching with ecosystem interviews. Dan Adams explains how you should conduct these interviews to receive unfiltered, unbiased customer insight.
Featured image for “Immerse your team in customer outcomes”
January 4, 2023

Immerse your team in customer outcomes

Becoming an industry leader is OSUM, but is your focus clear? Dan Adams discusses two key principles to sustainable growth and understanding customer outcomes to increase your customer value.
Featured image for “Give your hypotheses the silent treatment”
December 13, 2022

Give your hypotheses the silent treatment

What should you do if you have a product idea? Lead with your idea? Ignore it? What about silently testing it? Dan Adams tells us how we should interview customers by keeping their outcomes in mind – which will help you find the perfect home for your cool new product. 
Featured image for “Stop Leading With Your Solutions”
November 15, 2022

Stop Leading With Your Solutions

Are you investing enough research in what the market needs? Or are you developing products and hoping something sticks?
Featured image for “How to Segment Customers to Drive Innovation”
September 27, 2022

How to Segment Customers to Drive Innovation

Market segmentation varies by purpose. Is your purpose #innovation?
Featured image for “Putting B2B Advantages to Work – Video”
August 16, 2022

Putting B2B Advantages to Work – Video

Dan Adams tells us how to put those advantages to work and introduces the B2B index. How does your business measure up?
Featured image for “Invest In Our Planet”
April 21, 2022

Invest In Our Planet

For those of us who dare to dream of making our world a better place, Kelly Lawrence turned to a few sustainability experts to help us identify next steps.
Featured image for “Why Pursue Market-Facing Innovation?”
April 5, 2022

Why Pursue Market-Facing Innovation?

Rather than a goal of maximizing shareholder wealth, Dan Adams suggests that if we focus on a better understanding of customer needs – and how to meet them better than anyone else.
Featured image for “Introducing the B2B Growth & Innovation Series”
February 15, 2022

Introducing the B2B Growth & Innovation Series

We are excited to kick off a new B2B Growth & Innovation video series for our inkjet entrepreneurs. Each new chapter will help you to address particular challenges.

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