B4B Quotes

“Sales will help customers capture the maximum amount of value from an advanced technology in the minimum amount of time. By doing so, Sales will accelerate the growth of our partnership over every one-quarter, one-year, and three-year time horizon.”
― J.B. Wood, B4b: How Technology and Big Data Are Reinventing the Customer-Supplier Relationship

“They have made great progress toward turning the customer success process into a data-driven science, not a human-driven art. They have also taught us that the service experience can be the ultimate platform for selling products.”
― J.B. Wood, B4b: How Technology and Big Data Are Reinventing the Customer-Supplier Relationship

“He doesn’t rely on salespeople to get big deals done; he just wants consumers to try the Amazon experience. That doesn’t take a big, expensive sales force. It’s the same with Apple.”
― J.B. Wood, B4b: How Technology and Big Data Are Reinventing the Customer-Supplier Relationship

“In most large high-tech and near-tech B2B companies today, research and development (R&D) and sales own the two top “heads” of the totem pole (see Figure 1.6). Which one is on top and which one is in second position on any given decision is not what is critical.”
― J.B. Wood, B4b: How Technology and Big Data Are Reinventing the Customer-Supplier Relationship

“But Patterson turned out not to be the type to congratulate himself on a big idea and leave the details up to someone else. He was a man who was compulsive, relentless, and controlling.”
― J.B. Wood, B4b: How Technology and Big Data Are Reinventing the Customer-Supplier Relationship

“John H. Patterson knew very early on that it would not work for NCR.”
― J.B. Wood, B4b: How Technology and Big Data Are Reinventing the Customer-Supplier Relationship

“the early days of NCR required Patterson to be bold and innovative to sell something that few customers believed they needed.”
― J.B. Wood, B4b: How Technology and Big Data Are Reinventing the Customer-Supplier Relationship

“The product B2B model was designed to sell things to customers, whereas the new B4B model will be about delivering outcomes for customers.”
― J.B. Wood, B4b: How Technology and Big Data Are Reinventing the Customer-Supplier Relationship