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 134

B2B Survey Company Sales 134

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 241

Marketing B2B Efficiency Operations 241

Henry DeVries

MAY 30, 2023

Learn the biggest digital marketing blunders B2B organizations make, and tips on what to do instead.

B2B 96

B2B Marketing Strategy& Strategy 96

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 71

B2B Accenture Strategy& Strategy 71

Consulting Success

OCTOBER 20, 2019

In this episode, host Michael Zipursky interviews Nigel Green, a sales strategy advisor for B2B companies 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. Nigel started out as a.

Sales 31

Sales B2B Marketing Interviews 31

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& 128

Strategy& Strategy Strategy Insurance 128

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

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

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

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 72

B2B Chemicals Engineering Data 72

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 71

B2B B2C Sales Data 71

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 52

B2B How To Sales Trends 52

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

JULY 12, 2017

B2B buyers have slowly been conditioned to expect the same personalized treatment that they get while shopping on Amazon. Sales professionals and organizations are responding with new strategies and technologies that allow them to deliver personalized experiences at scale. They have little to no patience for ill-timed, generic pitches.

B2B 71

B2B Sales Media Survey 71

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. Creating a strategy that keeps your team informed and motivated can drastically change how much you sell and how engaged your employees are. From there, a strategy is then created.

Sales 162

Sales B2B Training Training 162

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 Studies 48

Harvard Business

SEPTEMBER 25, 2018

Influencers are much more than the “Instafamous”: They are diverse individuals with established expertise, expansive platforms, and refined strategies of engaging target audiences and shaping their behavior. Building an Effective Influencer Strategy. For example, consider Dez Blanchfield , whom I interviewed.

B2B 123

B2B Education Media B2C 123

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

Harvard Business

JULY 7, 2021

Five strategies.

B2B 91

B2B Strategy& Strategy Strategy 91

Harvard Business

DECEMBER 6, 2016

According to Gallup , only 29% of B2B customers are engaged with the companies they do business with. Companies need a strategy focused on the future growth of the relationship as well as the bottom-line value for both parties. Let that sink in. This problem is not new.

B2B 70

B2B Metrics Sales Company 70

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 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

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

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 71

Accenture Strategy& Strategy Strategy 71

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

Read more from Accenture Strategy: How Technology Is Changing M&A in the U.S. How B2B Companies Can Grow with Ecosystem Orchestration. Strategy defines the company’s purpose and goals, while business models set how the company captures value and goes to market.

Accenture 71

Accenture Strategy& Strategy Strategy 71