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Does Market Share Still Matter?

Harvard Business

Market share has traditionally correlated strongly with profitability because of efficiency, market efficiency, and customer perception effects. But, as the authors demonstrate, the relationship has been changed by the digital transformation in firms. In both cases, digital helps smaller firms catch up with larger rivals.

Marketing 243
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3 Strategies to Boost Sales and Marketing Productivity

Harvard Business

A study of B2B companies found that just one in 20 was able to consistently grow sales faster than sales and marketing expenses. Research shows the three ways companies can do this are to refine the go-to-market model, turn every rep into an A player, and make sales and marketing support more efficient.

Sales 191
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7 Key Decisions for Starting Your Consulting or Coaching Business Right

Consulting Matters

The Difference Between B2B and B2C Business Models. On the other hand, coaches are focused on the leaders themselves and helping them improve their personal and leadership effectiveness. A coach helps individual leaders develop clarity on what they need to focus on and create action plans to achieve those goals. So, are you a.

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Building a Direct-to-Consumer Strategy Without Alienating Your Distributors

Harvard Business

These relationships can create efficient new sales channels and powerful feedback mechanisms or unlock entirely new business models. As a result, many B2B companies remain stuck in a stalemate. Digital represents a significant opportunity for many B2B companies, but also risk. Three Images/Getty Images.

Strategy& 128
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Best Practices for Accelerating the Sales Process

The bottom line is that, in B2B sales, speed is useless without control. Efficient outreach strategy. Think about it: with outbound prospecting, requests from management, scheduled demos, and inbound calls, chaos can quickly work its way into your strategy, deeming a “speed wins” selling mentality downright ineffective.

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How B2B Software Vendors Can Help Their Customers Benchmark

Harvard Business

Imagine if all manufacturers had, for example, a supply chain efficiency score, or all companies had a leadership development score. The FICO score is an excellent example; the company reduces a consumer’s complex credit history to a single three-digit score that both creditors and debtors can understand.

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Replacing the Sales Funnel with the Sales Flywheel

Harvard Business

It is highly efficient at capturing, storing, and releasing energy. If you’re B2B, the train is parked in the station, but it’s leaving soon. In a “better product” model, 80% of your IT resources is invested in making your front line employees more efficient. For us, flywheel is a powerful metaphor.

Sales 132
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The 2019 Technographic Data Report for B2B Sales Organizations

The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. Download the report to learn more!