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B2B Salespeople Need to Act More Like Travel Agents

Harvard Business

According to the travel and leisure marketing firm MMGY, the use of travel agents increased by 50% from 2014 to 2015. Here are examples of how firms in three industries are simplifying the purchase process, and the specific tactics they are using: An employee wellness benefits provider uses content marketing.

B2B 120
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Zero-Based Budgeting Is Not a Wonder Diet for Companies

Harvard Business

ZBB has been around for decades, but is currently enjoying a revival driven by powerful investors like 3G Capital Partners, the force behind the 2015 merger of Kraft Foods and H.J. Such high-profile exposure has prompted more companies to view ZBB as a fresh “wonder diet” for achieving radical corporate leanness.

Company 112
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Your Whole Company Needs to Be Distinctive, Not Just Your Product

Harvard Business

Back in the 1980s, a company could set itself apart through scale, being the largest company in a category provided leverage over costs, back office processes, distribution, and marketing effectiveness. Consider, for example, the way many credit cards are marketed. But in 2015, CostCo shifted its affiliation to Citigroup’s Visa.

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What's Behind the Plunge in Oil? Winners and Losers? Boon to Spending or Recessionary?

MishTalk

The idea that because of the waste and corruption and populist spending, these countries can therefore enforce a particular price on the market is nonsense. The first point to note is that OPEC’s market power is waning. The US (and North American) production has transformed the market. OPEC supplies. After leading the U.S.

Energy 77
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Digital Transformation Is Racing Ahead and No Industry Is Immune - SPONSOR CONTENT FROM DXC TECHNOLOGY

Harvard Business

A 2014 study from Constellation Research quantified the accelerating rate of change in the enterprise by examining a simple benchmark — the entry and exit of U.S. Fundamentally, though, digital transformation is the result of enterprises seeking to adapt to the storm of new technology affecting markets and customers.

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Lessons Learned from a German EMBA

Tom Spencer

In the fall of 2015, after spending two years in a small town in the Ruhr Valley starting to learn German (I will appreciate Mark Twain’s perspective on the sprache so much better going forward), I moved to Frankfurt to begin my Executive MBA at the Frankfurt School of Finance and Management. This is a guest post from Marguerite Arnold.

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Why We Need to Stop Obsessing Over CEO Pay Ratios

Harvard Business

In 2015 U.S. The pay ratio is also a misleading statistic because CEOs and workers operate in very different markets, so there is no reason for their pay to be linked — just as a solo singer’s pay bears no relation to a bassist’s pay. The numbers are striking. CEOs earned 335 times the pay of the average worker.

Talent 113