Last week, KS&R was able to officially announce its partnership with Buyer Persona Institute (BPI) and my new role as BPI’s President – Press Release. I won’t sugar coat this,…
Read more
buyer insights
How Are Your Buyers Reacting to COVID-19?
Our thoughts, plus a plan to help you hear directly from your buyers— Searching for a way to think about how COVID-19 is affecting marketing, I turned to one of…
Read more
2020 Success: Build Marketing Around The Buyers’ Needs, Not Yours
The close of 2019 and dawning of 2020 marks several important events, in addition of course to the holidays. Tis the season to be insightful, as the business world launches…
Read more
Marketers need to find a premium-price position for mature products
Almost every product eventually runs out of room to add capabilities that really matter to new buyers. Unless the company can find a premium-price position, the sales people will struggle for every deal through hand-to-hand combat and discounting.