Eric Jacobson

JANUARY 15, 2012

I met Debbie a few years ago while we worked together on a training committee for MicroMentor , a nonprofit that connects small business owners with business mentors. Currently, Debbie is a brand marketing and social media consultant to small businesses and nonprofits in California.

Marketing 69

Marketing Real Estate B2C B2B 69

Harvard Business Review

AUGUST 2, 2012

Our article in the current issue of HBR, " The End of Solution Sales ," has created quite a stir among B2B sales professionals and pundits alike. So, companies train their reps to ask customers endless questions about their business and their priorities. As the saying goes, "The flak only gets heavy when you're over the target.".

B2B 15

B2B B2C Learning-by-Doing Class 15

Harvard Business Review

APRIL 18, 2011

The role exists in B2B and B2C firms as diverse as Allstate, Dunkin' Brands, USAA, Philips Electronics, FedEx, the Cleveland Clinic, and SAP. Not all CCOs have operationally structured configurations like Boeing's Training & Flight Services division. Consider one example.

B2C 14

B2C B2B Forrester Budgeting 14

Harvard Business Review

NOVEMBER 20, 2018

All of these examples are B2C. If your business is B2C, the train is about to leave the station. If you’re B2B, the train is parked in the station, but it’s leaving soon. You hired and trained “I-shaped” employees who could dive deep into a specific domain.

B2C 10

B2C Energy Marketing B2B 10

Harvard Business Review

APRIL 26, 2011

Much of the conversation about customer-centricity focuses on business-to-consumer (B2C) firms. And while these companies were the first to acknowledge the business benefits of delivering a great customer experience, business-to-business (B2B) organizations are increasingly getting in on the game.

B2B 15

B2B Airlines Travel Stage-Gate 15

Harvard Business Review

APRIL 10, 2013

The personal connection is equally important in B2B as B2C sales — so long as you are not just competing on price and there is risk in the purchase decision, prospects will always be inclined to buy from someone they feel they know, like, and trust. Customer service Sales Social media'

B2C 8

B2C B2B Human Capital Media 8

Harvard Business Review

FEBRUARY 5, 2018

Several words always come up in practically every discussion, no matter if the company is a large enterprise or a small business, B2B or a B2C, product or service, new or established. Things like organization design, training, improved processes, and new shared metrics and performance standards are.).

B2C 12

B2C Ethics Teamwork B2B 12

Harvard Business Review

JULY 31, 2012

While B2C companies have become adept at mining the petabytes of transactional and other purchasing data that consumers generate as they interact online, B2B sales organizations have only recently begun to use big data to inform overall strategy and tailor sales pitches for specific customers in real time. Yet the payoff is huge.

B2B 13

B2B Chemicals Analysis B2C 13

Harvard Business Review

OCTOBER 21, 2013

The vans are also used to provide education and training. Many products can be complicated to operate or dangerous if used incorrectly, and a van can save a customer from traveling to a training center. The expectation is not that the visit will end with the ka-ching of a cash register.

B2B 8

B2B B2C Education Travel 8

Harvard Business Review

JUNE 23, 2015

To some, ball bearings are boring, even though these small steel spheres are what keep everything from factory machines and wind turbines as well as cars, trucks, planes, and trains moving smoothly and safely. The scope and speed vary, but the shifts are more fundamental.

Industry 8

Industry System Business Model B2C 8

Harvard Business Review

MAY 12, 2015

He’s an instrument-driven marketing leader who has reorganized his global marketing organization around what he describes as a “marketing revenue center,” which propagates tools, best practices and training across the global organization. Stobaugh said that everyone must be clear that marketing is accountable to results.

Leadership Styles 8

Leadership Styles Leadership Brand Audience 8

Harvard Business Review

MARCH 17, 2016

Don’t engage in over-the-top discounting that trains customers, both in B2C and B2B markets, to buy cleverly on price and price alone. The best cure I have found for these delusions is a cultural one. Don’t start price wars. Don’t fight them.

Price 8

Price Airlines Govindarajan Advertising 8

Harvard Business Review

JULY 30, 2013

Across our portfolio and in my own entrepreneurial experience, I have seen three main sales models work successfully in scaling B2B sales: 1) Enterprise; 2) Telephone; 3) Developer-driven. The telesales team can also be a nice training ground for enterprise sales reps - a path that can be cheaper and less risky than hiring someone externally.

Marketing 8

Marketing Productivity Products Learning Curve 8

Harvard Business Review

OCTOBER 30, 2014

Yet for all the shared responsibility, the marketing and sales relationship has often been a contentious and lopsided one, with sales dominating in B2B sectors while marketing leads in B2C ones. From the sales side, teams need to be trained to take the insights generated by marketing and act on them.

Marketing 9

Marketing Guidelines B2C Analysis 9

N2Growth Blog

NOVEMBER 30, 2010

Today’s consumer (B2B or B2C) does their homework, is well informed, and buys…they are not sold. link] scott pearson As one of the guys trained to sell in the 80′S I totally agree with your assertion that the old methods do not work. link] Social Media Influence | N2Growth Blog [.] Great post.

Blog 409

Blog Ryan B2C Brand 409

Harvard Business Review

DECEMBER 13, 2017

And here’s an interview with Sam Lessin , former VP of Product Management at Facebook, who says he has “never successfully trained empathy.”). There are of course many other factors to consider for any role such as the type of product you are building (B2B, B2C, industry, etc.), Company Fit.

Productivity 8

Productivity Products Core Competence Management 8

Harvard Business Review

DECEMBER 23, 2016

Not just B2C companies, even B2B companies such as Rolls Royce and Deere, and technology companies such as Corning and GE better abandon marketing and communication using TV and newspaper channels and instead develop robust digital marketing strategies using mobile. It is another internet revolution, yet again.

Strategy 8

Strategy Banking Venture Capitalist Bottom-up 8