Harvard Business

JUNE 5, 2023

A study of B2B companies found that just one in 20 was able to consistently grow sales faster than sales and marketing expenses. As companies seek to cut costs in an uncertain economy, increasing this commercial productivity is a smart strategy.

Sales 79

Sales Productivity Marketing B2B 79

Consulting Success

NOVEMBER 22, 2024

As a business consultant who specializes in B2B SaaS, it’s safe to say that I’m obsessed with technology. I tried every cloud-based app I could find, from project management tools to productivity trackers to communication apps. When I first learned that tools like these existed, I couldn’t get enough. It was amazing to see how.

Finance 130

Finance B2B Consulting Tools 130

Harvard Business

FEBRUARY 6, 2024

Early user programs are critical to the success of products. But B2B companies often are disappointed with their results. They can have a significant impact on the success of a new product launch. They can have a significant impact on the success of a new product launch.

B2B 88

B2B Productivity Company Sales 88

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

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

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

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

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

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

Tom Spencer

APRIL 4, 2020

Professor Bernd Schmitt of Columbia Business School is credited with creating the concept of Customer Experience Management (CEM), which he defined as : the process of strategically managing a customer’s entire experience with a product or company. Of course, it could also identify weaknesses in the product itself.

B2B 103

B2B Sales Productivity Analysis 103

Tsavo Neal

MAY 15, 2020

I’ve bought $2500 products without ever speaking to a salesperson. It was the content surrounding the product that sold me — automated emails, blog posts, YouTube videos — not a salesperson. Good content marketing and copywriting can sell your products and services for you. Here’s the key: you don’t have to sell by “talking.”.

B2B 15

B2B Sales Video Marketing 15

Tsavo Neal

OCTOBER 16, 2020

What are the most important things to focus on to be successful in a B2B appointment setting? By making it easy, appealing, and consistent to book B2B appointments, more of your prospects will do just that. First, you create a product or service. Brands sell all kinds of products and services: Carpet cleaning.

B2B 15

B2B Sales Productivity Marketing 15

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 42

B2B Survey Company Sales 42

Consulting Success

MAY 15, 2017

Now if you’re following this discussion closely, you’ll notice these examples are for products, not services. Like a consultant, they are serving the B2B market. Neil Patel also found that offering a guarantee increased his sales by 21%. Guarantee Benefits for Consultants. Here’s the thing.

Consulting 206

Consulting B2B Hotels Examples 206

The Fearless Marketer

JANUARY 13, 2020

Well, not if you’re a B2B Professional. The purpose of B2B marketing is to get meetings with prospective clients. Let’s say you’re a manager who’s looking for somebody to help their team work more productively and creatively. What’s the difference and what does that mean for your marketing? Wouldn’t that be nice!

Meeting 62

Meeting B2B Productivity Marketing 62

LSA Global

DECEMBER 18, 2023

Why B2B Sales Skill Sets Matter The overall commoditization of products combined with the added pressure of shrinking margins and increased customer demands are heightening the need for the right B2B sales skill sets to meet grow targets. This is both a B2B sales skill and a sales mindset.

B2B 36

B2B Sales Training Training 36

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 28

B2B Bain Research Study 28

1 to 1

APRIL 1, 2019

In the B2B space, where the transactions are costlier, the products are essential for operations, and service needs to be quickly available, the right channel is essential. According to the State of the Connected Customer report by Salesforce, around 80 percent of B2B consumers expect real-time interactions with companies.

B2B 29

B2B Operations Report Productivity 29

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 29

B2B Chemicals Engineering Data 29

Tom Spencer

SEPTEMBER 15, 2023

Apple’s and Amazon’s product lines are showcase examples of how to build a business ecosystem. In short, it means that companies are expanding beyond their traditional core products in order to increase opportunities for cross-selling and to boost customer ownership. Not likely.

Telecommunications 88

Telecommunications B2B Travel Banking 88

Women in Consulting

AUGUST 15, 2013

By: Jennifer LeBlanc In summer 2012, in partnership with our survey partner, The Insight Advantage , we surveyed B2B and B2C leaders about their experiences with launches within their companies over the previous year. Existing customers have increased purchases of existing products (21%). Acquired new clients (46%).

Survey 69

Survey B2C B2B Healthcare 69

Makarios Consulting

AUGUST 3, 2022

If you are a B2B company, connecting with your customers is usually as straightforward as getting on the phone or making an in-person visit with your clients to have informal (but informative) conversations. Are product or service choices shifting? You could put certain product offerings on the back burner in order to promote others.

B2B 76

B2B B2C Trends Agile 76

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 28

B2B B2C Transportation Software 28

1 to 1

AUGUST 30, 2021

In the B2B space, where relationships reign supreme, sales organizations found effective and efficient ways to conduct business with a digital-first approach that’s efficient, effective, and won’t go away any time soon. B2B sellers understand they need to change yet face challenges to creating successful digital-first sales experiences.

B2B 29

B2B Sales ROI B2C 29

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 28

B2B B2C Sales Data 28

Tsavo Neal

APRIL 27, 2017

52% of B2B buyers say the expect half of their purchases to be made online by 2018. Whether you are selling productized consulting on your website or use it as a way to foster interaction with potential clients, B2B buyers expect to be able to purchase your services. Source: Small Business B2B Call to Action Study.

B2B 60

B2B Marketing Consulting Advertising 60

1 to 1

NOVEMBER 13, 2014

Marketers frequently complain that they''re sick of Big Data and it is because they''re not leveraging it correctly, claims Russell Glass, head of B2B products at LinkedIn and former CEO of the display ad platform Bizo (acquired by LinkedIn).

Data 52

Data B2B Productivity Marketing 52

Tom Spencer

NOVEMBER 19, 2021

Business development consultants engage in ‘prospecting’ which involves searching for potential customers who are likely to be a good fit for the product or service being offered. We prefer your competitor’s product. The important part is finding potential customers who have problems that your client can solve. Who are you?

Development 88

Development Consulting B2C 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 28

B2B Sales Data Automotive 28