Remove B2B Remove Operations Remove Sales
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Keeping B2B Marketing Content “Human”

Women in Consulting

So why is there so much bad B2B marketing content out there? B2B companies are just as able to develop creative, fun, people-focused content as their consumer-oriented counterparts. Stories that illustrate how your products and services have made a difference for customers are a huge sales advantage. Marketers know this.

B2B 127
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What Sales Teams Should Do to Prepare for the Next Recession

Harvard Business

In the 2001 recession, total sales for the S&P 500 declined by 9% from its pre-recession peak to its trough 18 months later—almost a year after the recession officially ended. We’ll focus here on what the sales organization should be doing now to prepare for the next recession, with an eye toward using new digital tools.

Sales 130
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Replacing the Sales Funnel with the Sales Flywheel

Harvard Business

I’ve been using the sales funnel for 28 years, my whole career. When I started my career, the most profitable application of force was in sales. Back in the 1990s, sales reps had a lot of information, while customers had relatively little. Sales reps leveraged that information gap to create a lot of trust.

Sales 132
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Run B2B Sales on Data, Not Hunches

Harvard Business

Decision making at big B2B companies is often skewed by anecdote and myth: A worried report from the most vocal salesperson about a competitor’s latest move; a customer complaint that happened to be fielded by a senior executive. That’s complicated at any B2B business. Vincent Tsui for HBR.

B2B 70
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Marketing Ops: The New Revenue Hero

As data continues to play a starring role in today’s B2B organizations, both marketing and sales operations professionals are poised to solidify their place as critical revenue drivers.

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How B2B Companies Can Grow with Ecosystem Orchestration - SPONSOR CONTENT FROM ACCENTURE STRATEGY

Harvard Business

B2B companies are struggling with a loss of control over the customer experience (CX) today. With their future growth prospects at stake, B2B executives must determine how to improve CX—while ceding more of the experience to their partners. B2B leaders know that customer experience is the gateway to growth.

B2B 71
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How Advanced Analytics Is Changing B2B Selling

Harvard Business

While there’s less buzz around business-to-business markets, these innovations are changing the game in B2B as well, even in old-line industries selling what might be considered commodity products. For a deep dive into the elements, see our related HBR article “ The B2B Elements of Value ”).

B2B 73