Women in Consulting

APRIL 10, 2014

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. With a little effort and strategy, you can breathe some life into your marketing. Marketers know this. Humans are wired to think in stories.

B2B 127

B2B Marketing Examples Sports 127

Harvard Business

DECEMBER 14, 2018

As a result, many B2B companies remain stuck in a stalemate. We frequently find that executive teams understand the potential of a reinvented distribution strategy; however, they are unclear on how to proceed. Here are three strategies for developing digital distribution approaches that minimize risk: Embrace Stealth.

Strategy 131

Strategy Strategy Strategy& Insurance 131

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 75

B2B Chemicals Engineering Data 75

Harvard Business

MAY 26, 2016

While content production levels are soaring, the same data from the Content Marketing Institute also shows that only 30% of B2B marketers say their organizations are effective at content marketing, down from 38% last year. Grounding your work with a documented strategy helps you create content that’s more effective.

Marketing 132

Marketing Strategy Strategy Strategy& 132

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 108

Productivity Sales Development B2B 108

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

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 72

B2B B2C Sales Data 72

Tom Spencer

MARCH 28, 2025

In this article, we will explore the rise of digital currency, potential impacts on the global financial system, and strategies traditional financial institutions are employing to keep pace. Lets take a closer look at some of the strategies being employed by the worlds leading banks and financial firms.

Banking 88

Banking Financial System B2B 88

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. Building an Effective Influencer Strategy.

B2B 128

B2B Education Media B2C 128

LSA Global

APRIL 21, 2025

Yet too often, organizations f ocus too narrowly on product training and neglect the foundational skills for new sales hires to be set up for success. Sales Pipeline Discipline and Time Management We know from sales strategy feedback that sales success is about sales activity and sales focus.

Sales 62

Sales Balance Sheet B2B Training 62

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. Not sure where to start?

Sales 162

Sales B2B Training Training 162

Harvard Business

MAY 22, 2018

M&A is central to many companies’ growth strategies. Sponsored by Accenture Strategy. In our work with dozens of large companies on growth and transformation strategies, we’ve found a set of principles and practices that create an operating system for growth. Topic Images/Getty Images. Insight Center.

Company 134

Company B2B Engineering System 134

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 132

Sales B2B Tools Software 132

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 72

Productivity Management Engineering Case Interview 72

Harvard Business

APRIL 19, 2018

But as Churchill reportedly said after Gallipoli , “However beautiful the strategy, you must occasionally look at the results.” 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.

Marketing 135

Marketing Case Study Case Studies Sales 135

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 134

Sales Software Productivity Data 134

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. And what makes an inbound marketing strategy ideal?

B2B 15

B2B Sales Video Marketing 15

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

Harvard Business

MAY 18, 2018

Today, digital competitors are using new business models to win, attracting and retaining consumers by reimagining products and services to meet consumers’ changing needs. Read more from Accenture Strategy: How Technology Is Changing M&A in the U.S. How B2B Companies Can Grow with Ecosystem Orchestration.

Accenture 72

Accenture Strategy Strategy Strategy& 72

Harvard Business

AUGUST 10, 2018

Mainstream software companies are beginning to hold “ data mirrors ” up to their customers, allowing scoring and benchmarking of their customers’ strategies. Today, the data to answer those questions exists — it’s captured by the software-as-a-service firms whose services companies use to run their businesses.

Benchmarking 70

Benchmarking Software B2B Comparison 70

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

DECEMBER 23, 2016

In order to create value in India in the coming decade, companies must have a mobile-first strategy. Two-way video on a 4G platform will enable urban patients to avoid traffic and rural patients to consult remote specialists while making providers more productive with their time.

Strategy 70

Strategy Strategy Strategy& Banking 70

Harvard Business

MAY 18, 2018

Accenture Strategy research shows 87 percent of U.S. Read more from Accenture Strategy: How to Become a Future-Ready Business. How B2B Companies Can Grow with Ecosystem Orchestration. Accenture Strategy explored strategic areas and opportunities where companies are harnessing technology to increase business value.

Accenture 72

Accenture Strategy Strategy Strategy& 72

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

Harvard Business

JUNE 1, 2018

A Fortune 250 B2B company spent a quarter of a million dollars trying to solve the wrong problem. A new product line had failed, and the company believed the problem was either poor product delivery times or lack of effort by the sales force. Over 150 B2B salespeople were involved in the research.

Sales 72

Sales Marketing B2B Case Interview 72

Harvard Business

JULY 8, 2016

Their common characteristic: Using digital data exhaust, which is the data generated from the regular activities of a sales force or their customers, to change the behavior of frontline sales representatives in ways that dramatically improve sales productivity and effectiveness. No strategy is static. Insight Center.

Sales 113

Sales Software Tools Data 113

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

Harvard Business

DECEMBER 15, 2017

Already a large domestic market, Frontier Strategy Group’s estimates suggest the country will average growth rates between 7.4% Industry cluster metrics measure the size of the pool of potential customers for B2B or B2C companies, and market stability metrics measure institutional, business, and social stability.)

Strategy 72

Strategy Strategy Strategy& Operations 72

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 22, 2017

Marketers need to master data analytics, customer experience, and product design. Brocade’s Net Promoter Score went from 50 (already a best in class score) to 62 (one of the highest B2B scores on record) within 18 months. But marketing, like other corporate functions, has become more complex and rigorous. The results?

Marketing 135

Marketing Agile Fashion Sales 135

Harvard Business

JULY 19, 2017

These are amazing technologies with great promise for any level of executive in any B2C or B2B company. There’s a lot of buzz right now about machine learning and AI — and it’s justified buzz. They are also now available at a fraction of the cost compared to even five years ago.

Data 72

Data Productivity Airlines B2C 72

Management Consulted

OCTOBER 3, 2012

For instance, we examined predatory pricing in the airline industry and illegal product tying by Apple, Microsoft, and AT&T. New ideas and strategies while working on the projects, finding different ways of doing things more effectively; I started feeling enthralled.

Consulting 204

Consulting Case Interview Interviews Engineering 204

Harvard Business

FEBRUARY 7, 2018

We also supplemented the survey with well-known brand rankings, Net Promoter Scores (NPS), and an analysis of their marketing expenditures and strategies. The whole focus is getting you to buy the product with samples and professional makeovers. Vail Resorts remade their entire marketing strategy with a program called EpicMix.

Advertising 72

Advertising B2B Survey B2C 72

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

APRIL 4, 2016

Russia’s industrialization also means that the market offers substantial opportunities in diverse B2B sectors such as mining, oil and gas, metallurgy, chemicals, light industry, and consumer durables. It’s time companies ask themselves: Who can actually afford our products now? How has that group changed over the past year?

B2B 70

B2B Government Marketing Chemicals 70

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