Consulting Success

OCTOBER 20, 2019

In this episode, host Michael Zipursky interviews Nigel Green, a sales strategy advisor for B2B companies and the CEO of StoryBrand, about how he got into the world of sales and strategy. The more that you can think of new creative ways to do business, the less likely you are to be exposed to volatility.

Sales 28

Sales B2B Marketing Interviews 28

LSA Global

DECEMBER 16, 2024

How to Sell in Challenging Times: B2B Strategies for Success We know from sales leadership simulation assessment data that selling B2B solutions in challenging times requires more than sales perseverance it demands a shift in sales strategy, sales mindset , and sales communication.

B2B 51

B2B How To Sales Trends 51

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 76

Sales Productivity Marketing B2B 76

Henry DeVries

JANUARY 26, 2021

Customers who relied on salespeople to share information now have it at their fingertips through the internet. What was once a differentiator for companies has now become a commodity.

B2B 77

B2B Strategy Strategy Strategy& 77

Harvard Business

JANUARY 11, 2023

Shifting mindsets create new risks — and new opportunities.

B2B 73

B2B Sales Strategy Strategy 73

1 to 1

MARCH 28, 2013

It disappoints me when customer experience professionals at B2B companies won't even consider CX practices from business-to-consumer companies. There’s more… To read the rest of this blog posting click here or visit www.1to1Media.com/weblog. 1to1Media.com/weblog.

B2C 48

B2C B2B Company Case Study 48

Consulting Matters

AUGUST 12, 2020

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. There's the low and the high-ticket offer, but there's a big difference as it relates to the monetization path, as it relates to a B2B or B2C business.

B2C 156

B2C B2B Consulting How To 156

Consulting Success

AUGUST 17, 2020

A lot of business strategies claim to make your business grow and increase your profit margins. Do you own a business, but finding it hard to break past revenue plateaus? Unfortunately, most of them don’t work, wasting your time and money. Josh Long joins Michael Zipursky on today’s show to share his Bottleneck Breakthrough Method.

Consulting 264

Consulting How To Strategy Strategy 264

Consulting Matters

SEPTEMBER 7, 2021

During our chat, I tell J that he needs to identify whether he is a B2B or B2C consultant or coach - this will determine how he positions himself and answers the dreaded "What do you do?" Strategies you can use right now to begin creating authentic connections with potential clients (and referrers to potential clients).

B2C 156

B2C Methodologies How To B2B 156

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

Strategy+Business

AUGUST 21, 2018

Salesforce.com strategist Peter Schwartz argues that the lines between B2B and B2C are forever blurred, and now every company competes in the business-to-individual sphere, where the products and services it offers are tailored to every one of its customers.

B2C 43

B2C B2B Productivity Company 43

Harvard Business

AUGUST 26, 2024

The authors’ research finds that the market-share profitability relationship has become weaker for firms that favor investment in value creation over value appropriation and for firms operating in B2B markets. In both cases, digital helps smaller firms catch up with larger rivals.

Marketing 91

Marketing B2B Efficiency Operations 91

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. In a nutshell, they make it easier for customers to make complex B2B buying decisions. Is there a secret sauce?

B2B 36

B2B Sales Tools Training 36

Strategic Planning and Management Insights

AUGUST 26, 2019

In this episode of our Strategy and Leadership Podcast , we're joined by Melissa McComas, the Chief Strategy Officer at Piper Mantis Literary. She eventually opened her first brokerage in 1997, matching buyers and users in the multimedia sector for both consumers and B2B clientele.

B2B 69

B2B Retail Leadership Strategy 69

1 to 1

NOVEMBER 21, 2013

B2C financial services provider Ally Bank and B2B professional services firm PwC Australia took home top honors in the design category of Forrester''s first annual Outside In Awards. Customer Experience Customer Loyalty Customer Service Customer Strategy ally customerexperiencedesign forrester outsidein pwcaustralia'

B2C 37

B2C B2B Banking Financial 37

Harvard Business

MAY 18, 2018

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 28

B2B Accenture Strategy Strategy 28

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

JUNE 7, 2018

It traced much of the cause to a mismatch between its sales incentives and pricing strategy. Like this manufacturer, many business-to-business (B2B) companies have a major opportunity to improve their standing on price. Bad Incentives Undercut the Best Pricing Strategies. Insight Center. Data-Driven Marketing.

B2B 42

B2B Survey Company Sales 42

Tsavo Neal

OCTOBER 9, 2020

This is an aspect of marketing strategy known as positioning. How do I optimize my LinkedIn page and generate more B2B leads? If you want to generate more B2B leads through LinkedIn, don’t structure and write it like a resume. So, I offer “websites for consultants. ”. I like positioning towards a specific industry.

B2B 15

B2B Intellectual Property Case Study Case Studies 15

Tsavo Neal

MAY 15, 2020

What will be an ideal inbound marketing strategy to attract B2B customers? Content marketing is the ideal inbound marketing strategy to attract B2B customers. And what makes an inbound marketing strategy ideal? You can’t say that about most marketing and sales strategies. Learn to sell. Learn to build.

B2B 15

B2B Sales Video Marketing 15

Henry DeVries

APRIL 7, 2023

Susan Quinn, founder and CEO of Circle S Studios shares which nine traits all high-performing companies exhibit. When done consistently, these companies not only outperform their peers, in many cases they become designated as best in class," says Quinn.

B2B 67

B2B Company Strategy Strategy 67

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. Yet so many B2B service pages are written as if that’s how they expect their web visitor to respond: “Oh, wow, this sounds like the perfect service. What is the purpose of marketing? Wouldn’t that be nice!

Meeting 62

Meeting B2B Productivity Marketing 62

Tom Spencer

APRIL 4, 2020

In B2B, there isn’t just one ‘customer’. The many people involved in a typical B2B purchase are different customers, all with different roles and different journeys. Jason Oh is a Senior Consultant, Strategy & Customer at EY with project experiences in commercial due diligence and corporate strategy planning.

B2B 103

B2B Sales Productivity Analysis 103

Strategy+Business

MAY 18, 2014

Many companies--such as those in emerging markets or B2B industries--may think they don''t have sufficient data to derive worthwhile insights. But they shouldn''t wait for perfect conditions. Instead, they need to jump in and work with what they have.'

Data 68

Data B2B Industry Marketing 68

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. Sales teams still relying on “old school” strategies and tactics will only go so far.

B2B 29

B2B Sales ROI B2C 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 ”).

B2B 29

B2B Chemicals Engineering Data 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. Insight Center.

B2B 28

B2B B2C Sales Data 28

Comatch

APRIL 3, 2023

With the right strategies and tactics, you can make social media work for you and take your personal brand to new heights. 1) Identify an appropriate platform Social media has revolutionized the way B2B buyers navigate their purchasing journey. LinkedIn is the number one dark social channel for professionals and B2B purchases today.

Media 52

Media B2B Development Sales 52

LSA Global

APRIL 15, 2024

Developing an effective sales strategy requires a deep understanding of market dynamics and the ability to adapt to evolving trends. Let’s delve into the intricacies of constructing an effective sales strategy that makes sense to your people, your customers, and your business as a whole.

Sales 36

Sales Strategy Strategy Strategy& 36