Harvard Business

JUNE 7, 2018

Like this manufacturer, many business-to-business (B2B) companies have a major opportunity to improve their standing on price. Top performers are more likely to: employ truly tailored pricing at the individual customer and product level. A diagnosis allocated costs at the product and customer level to determine true profitability.

B2B 132

B2B Survey Company Sales 132

Tom Spencer

SEPTEMBER 5, 2020

One of the simplest distinctions in sales is that between B2C, which stands for business-to-customer, and B2B, which stands for business-to-business. Simply put, a B2C sale takes place when your business sells a product or service directly to an end consumer. How B2C and B2B sales strategies differ. These ads are emotional.

B2C 88

B2C B2B Sales Strategy 88

David A Fields

NOVEMBER 26, 2014

A question I was asked: Is this target definition too vague for my Fishing Line: “Vice presidents of product management or product marketing in B2B organizations that sell complex products and services to risk averse industries.” What is your answer to this consultant? Do you think his target is too vague?

B2B 150

B2B Productivity Consulting Industry 150

Harvard Business

MARCH 14, 2018

The cartoon of business-to-business (B2B) buyers depicts gray-haired executives and purchasing agents in meetings, on the phone and lunching with their vendors. But along with fax machines and long golf games, these features of B2B life have all but disappeared due to the astonishing change in technology over the past two decades.

B2B 71

B2B Bain Research Study 71

Harvard Business

MAY 10, 2018

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 ”). Insight Center.

B2B 72

B2B Chemicals Engineering Data 72

Consulting Matters

AUGUST 26, 2021

The Difference Between B2B and B2C Business Models. B2C Business - Offer advice, inspiration, programs, products, and services sought out and paid for by an individual who is seeking to improve their own life, career, or personally owned boutique business. So, are you a. First, slow down.

Consulting 317

Consulting B2C B2B ROI 317

Harvard Business

MAY 10, 2016

.” In the B2B world, though, the experience is very different. But B2B customers are mobile, fully engaged in social media, and well educated: 94% of B2B buyers conduct online research before deciding on a purchase. The problem was that the system had not been not built with the user in mind. Reputation. Wide topic focus.

B2B 70

B2B B2C Transportation Software 70

LSA Global

NOVEMBER 18, 2024

Sales leaders understand that these potentially high-value customers are looking for more than descriptions of product and service benefits. 3 Ways to Win Over Value Buyers Value buyers want sellers who have solutions to help them achieve key goals, not just products.

Sales 68

Sales Metrics B2B Case Study 68

Harvard Business

JANUARY 19, 2018

B2B, or the process of marketing and selling product and service offerings to business customers, is experiencing an intensified focus as the availability of new digital data that describes businesses grows. By helping B2B companies gather better data on their customers, AI will help them catch up with their B2C peers.

B2B 71

B2B B2C Sales Data 71

Harvard Business

MAY 24, 2016

The odds are stacked against new products or services. We have diagnosed thousands of product failures over the last 30 years, and have found recurring patterns. Often new products are over-engineered with too many features, usually at too high a price. The problem with wildly successful products. How could they not have?

Productivity 97

Productivity Sales Development B2B 97

Tom Spencer

MARCH 28, 2025

The same year, Visa B2B Connect was launched, a blockchain-based payment network that enables faster and more secure international business-to-business transactions. Zuhair Imaduddin is a Senior Product Manager at Wells Fargo. In 2019,Santander became the worlds first bank to issue a bond on the Ethereum blockchain.

Banking 88

Banking Financial System B2B 88

Harvard Business

SEPTEMBER 12, 2016

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

B2B Sales Data Automotive 70

Consulting Matters

AUGUST 12, 2020

How to frame my products and services in such a way that they will be irresistible to executive clients?". I also want to talk about the difference between B2C offers and B2B offers. Meaning a B2B business is a business that's positioned to help an organization. That is a B2B consulting business. Have you ever wondered.

B2C 156

B2C B2B Consulting How To 156

Consulthon

JUNE 7, 2019

In the B2B selling, it is difficult to find out the price of a product. In the past, I have used import and export data, information from distributors and buyer to understand a price range.

B2B 40

B2B Productivity Industry How To 40

Clarity Consultants

MAY 26, 2023

The B2B sales world has completely changed over the last few years, and businesses all over the world are struggling to keep up. Not only are teams having to continually learn new trends and information about their products and their clientele, but the manner in which they sell is having to shift as well.

Sales 162

Sales B2B Training Training 162

Harvard Business

SEPTEMBER 25, 2018

The most common ways of doing this are to send executives to build personal relationships with international business partners and to hire local distribution partners — or independent, third-party intermediaries — to represent their products or services overseas. For example, consider Dez Blanchfield , whom I interviewed.

B2B 121

B2B Education Media B2C 121

Harvard Business

DECEMBER 14, 2018

As a result, many B2B companies remain stuck in a stalemate. Disgruntled distribution partners may retaliate in ways such as switching to rivals, favoring competing products, or even lobbying for legislative remedies. Sometimes, an entirely new product provides the right entry point. For example, Cree Inc. Minimize Pain.

Strategy 127

Strategy Strategy Strategy& Insurance 127

The Source

DECEMBER 13, 2021

The concept of trust has always played an important role in clients’ buying decisions for consulting services when compared with other B2B product and service categories. But then, at the heart of those purchasing decisions, there’s a factor that’s far more nebulous and harder to quantify: trust.

B2B 105

B2B Consulting Resources Productivity 105

Strategy+Business

AUGUST 21, 2018

In the fast-approaching world of tailored products and customer experience as competitive advantage, the old categories of business and consumer will be obsolete.

B2C 43

B2C B2B Productivity Company 43

Harvard Business

NOVEMBER 23, 2018

They pursued a variety of tactics before the recession that were designed to fortify the firm when the downturn hit – moves both within sales and beyond like adding a low-cost channel to serve small accounts or simplifying the product assortment. billion vs. $1.2 Automate account management.

Sales 129

Sales B2B Tools Software 129

Harvard Business

DECEMBER 13, 2017

Because I teach a course on Product Management at Harvard Business School, I am routinely asked “what is the role of a Product Manager?” ” The role of a Product Manager (PM) is often referred to as the “CEO of the Product.” Aron Vellekoop Len/Getty Images. Core Competencies.

Productivity 71

Productivity Management Engineering Case Interview 71

Harvard Business

DECEMBER 5, 2017

But by staying disciplined with the product and deeply understanding market trends, they’ve made the strategic shift from B2C to B2B work. Aaron Levie, the CEO of Box, reflects on the cloud storage company’s entry into the enterprise market. He was skeptical about pivoting away from consumers, and it was challenging.

Enterprise 78

Enterprise B2C Marketing B2B 78

LSA Global

DECEMBER 21, 2022

The B2B Sales Hunters vs Farmers Sales Model The role of B2B sales hunter vs sales farmer has been discussed in business sales training workshops for decades. Typically, B2B sales hunters focus on new customer acquisition while B2B sales farmers are responsible for nurturing and growing current accounts.

B2B 36

B2B Sales Metrics Meeting 36

Harvard Business

APRIL 19, 2018

Buyers, especially B2B buyers, want to know what others are doing with your product, not what they might do to improve productivity or other outcomes. Especially in B2B contexts, buyers must justify a decision to others in the organization who have competing priorities for limited funds.

Marketing 132

Marketing Case Studies Case Study Sales 132

Women in Consulting

SEPTEMBER 11, 2014

To date, there haven’t been many great examples of humor in B2B. What would your product or service say in completely absurd situations? Put your product or service into a past or future historical period. What would your product be in the future and how would it be used? Humor is Human! I believe this is changing.

Marketing 92

Marketing B2B Video Banking 92

LSA Global

APRIL 26, 2023

Top B2B Sellers How do top B2B sellers do it? Winning Bigger Deals The fundamental answer to the success of top B2B sellers is not that they work harder; it’s that they work smarter. Are your sales leaders motivating your sales team to focus on your clients or your products and quotas? Is there a secret sauce?

B2B 36

B2B Sales Tools Training 36

Tsavo Neal

JULY 3, 2020

What is the role of SEO in B2B marketing? The role of SEO in B2B marketing is to drive traffic to your website. How do you “optimize” your B2B content? Write the best content: good B2B content is in-depth, easy to understand, actionable, and provides insights that improve the life of your prospective customer.

B2B 78

B2B Engineering Advertising Sales 78

Harvard Business

MARCH 10, 2017

By seeing exactly where and how people spend their time — rather than relying on recollections, anecdotes, or assumptions — executives have a solid basis for taking actions that will raise productivity. The company had experienced lackluster sales growth, especially outside of its core product category. Related Video.

Sales 127

Sales Software Productivity Data 127

Harvard Business

AUGUST 10, 2018

Microsoft, for example, has a program called MyAnalytics that informs customers of its Office productivity software about how much time they spend on various tasks, and the size and strength of their communications networks. It is even possible to hold up the data mirror to individual technology users.

Benchmarking 70

Benchmarking Software B2B Comparison 70

Tsavo Neal

JUNE 19, 2020

Why do people write in 3rd person in the about section of their LinkedIn profile, especially those in B2B sales. That’s a powerful way to build a connection before selling your product or service. You can find my complete LinkedIn profile template for B2B sales here ). What are your top tips for marketing B2B?

B2B 78

B2B Sales Marketing Groups 78

LSA Global

NOVEMBER 18, 2024

Sales leaders understand that these potentially high-value ideal target customers are looking for more than descriptions of product and service benefits. 3 Ways to Win Over Value Buyers Value buyers want sellers who have solutions to help them achieve key goals, not just products.

How To 36

How To Sales Metrics B2B 36

Consulting Matters

AUGUST 26, 2021

The Difference Between B2B and B2C Business Models. B2C Business - Offer advice, inspiration, programs, products, and services sought out and paid for by an individual who is seeking to improve their own life, career, or personally owned boutique business. So, are you a. Decision #5: Create Your Mindset. First, slow down.

Consulting 156

Consulting B2C B2B ROI 156

Harvard Business

MAY 22, 2018

What makes this a quest is that there is likely no product currently on the market or no existing demand from consumers. Instead of looking at how much market share they can get for products that already exist, they look at how much market they can create by solving problems that already exist.

Company 127

Company B2B Engineering System 127