Harvard Business Review

NOVEMBER 23, 2018

Recessions catch many companies by surprise, with predictable results. But these periods also present opportunities for well-prepared companies to take advantage of the turmoil and gain share. But these periods also present opportunities for well-prepared companies to take advantage of the turmoil and gain share.

Team 11

Team Price B2B Tools 11

Harvard Business Review

APRIL 25, 2014

Digital channels have upended the well-trod ruts of sales and marketing organizations — already, nearly a third of all B2B purchases are done digitally. Our analysis of 73 B2B technology companies shows that across sectors, the top 25% of companies achieve more than twice as much return on sales investment compared to the bottom 25%.

Marketing 11

Marketing ROI B2B Team 11

Harvard Business Review

JULY 29, 2013

We spoke with Mike Moorman, a senior leader in ZS Associates'' B2B sales and marketing practice and a leading authority on sales management, about how inside sales (which refers to sales positions done remotely from headquarters, without face-to-face meetings with clients) is transforming the way that B2B companies interact with their customers.

B2B 8

B2B Power Market Segmentation Customer Intimacy 8

Harvard Business Review

AUGUST 24, 2012

Companies in all varieties of B2B markets have moved beyond selling products and services to offering complete "solutions" to their customers. Alstom keeps trains ready to run each morning for railroad operators rather than just selling the rolling stock to them. Technology can help here.

B2B 14

B2B Business Objectives Focus Group Marketing 14

Harvard Business Review

APRIL 26, 2011

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. Much of the conversation about customer-centricity focuses on business-to-consumer (B2C) firms.

B2B 15

B2B Airlines Travel Stage-Gate 15

Harvard Business Review

DECEMBER 23, 2016

If you want to see how mobile technology can disrupt the very basics of business models and habits established over hundreds if not thousands of years, look at what’s happening in India. The consequences are far more revolutionary than have been considered by multinational companies and entrepreneurs. population.

Strategy 8

Strategy Banking Venture Capitalist Bottom-up 8

Harvard Business Review

AUGUST 25, 2014

It’s a great ethnographic study of B2B selling for capital goods. But the disconnect between sales and strategy (in this case, a lack of strategy to deal with a technology that is redefining the market and customer behavior) is the hidden subtext of the book. Thomas is doing his best to maintain Xerox’s share in copiers.

Strategy 12

Strategy P&L TQM Strategic Planning 12

Harvard Business Review

DECEMBER 4, 2017

” The biggest problem with a short-term approach is that managers develop blind spots around crucial processes such as recruiting, hiring, and training and development. Splunk , a San Francisco-based B2B software firm, is a case in point. This situation soon necessitated a creative approach to recruiting, hiring, and training.

Long-term 8

Long-term Short-term Team Succession 8

Harvard Business Review

DECEMBER 4, 2017

” The biggest problem with a short-term approach is that managers develop blind spots around crucial processes such as recruiting, hiring, and training and development. Splunk , a San Francisco-based B2B software firm, is a case in point. This situation soon necessitated a creative approach to recruiting, hiring, and training.

Long-term 8

Long-term Short-term Team Succession 8

Harvard Business Review

NOVEMBER 28, 2012

There's no better place to get a sense of the potential downside of social media for business than in B2B sales environments. Sales managers are under a lot of pressure to get their reps to exploit interactive online technologies to the max, but that's a lot easier said than done. Monitoring.

Media 8

Media B2B Seminar Metrics 8

Harvard Business Review

JULY 25, 2012

One cliffhanger of last night's earnings announcement from Apple is whether the company can keep making intuitively brilliant product tweaks without Steve Jobs. But unlike Apple, most companies don't rely on the CEO to do the tweaking. He shaved 10 seconds of boot time off the Macintosh. We call them reframers and filters.

Productivity 13

Productivity Products Market Segmentation Sample 13

Harvard Business Review

OCTOBER 21, 2013

They’re envisioning well-designed, self-contained environments, tricked-out with the latest high-tech, high-touch technology. The company already had a demo center outside London and a slick tradeshow setup to showcase how these work together in an effective system. The vans are also used to provide education and training.

B2B 8

B2B B2C Education Travel 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. The company shifted resources to its most lucrative markets, where two-thirds of the opportunity lay.

Marketing 11

Marketing Guidelines B2C Analysis 11

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. Such challenges, he says, require industrial companies to take a fresh approach to strategy. Insight Center.

Industry 8

Industry System Business Model B2C 8

Harvard Business Review

APRIL 20, 2017

strong opposition to the Iran nuclear deal; a ban on travelers from several Muslim-majority countries), many companies are still looking to invest in the region. Many companies are assessing their exposure to specific policy decisions (e.g., Since Trump was elected, Dunkin Donuts has opened its first outlet in South Africa; U.S.

Depreciation 9

Depreciation Contingency Plans Policies Marketing 9

Harvard Business Review

MARCH 1, 2016

research on B2B purchases indicates that 25% of the buying decision depends on the interaction with the sales professional. That puts your strategy in the hands of inexperienced company strategists who are focused, often solely, on how to reach a quota. McKinsey & Co. Are you comfortable with that?

Strategy 8

Strategy Execution How To CRM 8

Harvard Business Review

APRIL 10, 2013

Although many companies started with social media monitoring and customer service, it''s exciting now to see a growing number go beyond the reactive and harness Facebook, LinkedIn, and Twitter for sales and customer engagement and service. Deliver highly personalized service at scale. Customer service Sales Social media'

B2C 8

B2C B2B Human Capital Media 8

Harvard Business Review

APRIL 26, 2016

” As Walter Friedman documents in Birth of a Salesman , sales wasn’t seen as a function that required specialized training or education until well into the 20 th century. And companies performed the training, not schools. Take, for example, the impact of online technology.

Education 8

Education Levitt Retail Training 8

Harvard Business Review

JULY 8, 2015

Last year, research by my people analytics company VoloMetrix identified three things that were highly correlated with top performing reps: More time spent with customers; larger internal networks; and more time spent with managers and senior leadership. What behaviors drive successful salespeople?

Metrics 8

Metrics B2B Competitive Advantage Analysis 8

Harvard Business Review

MARCH 22, 2017

Creativity in marketing requires working with customers right from the start to weave their experiences with your efforts to expand your company’s reach. 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. The results?

Creativity 14

Creativity Marketing Agility Budgeting 14

HR Digest

NOVEMBER 18, 2021

Expert: You have a fairly impressive experience and training with the skill. You can find some of the most significant hard skills here: Technological savviness. B2B Marketing. Proficient: You know how to handle particular situations by prioritizing effectively and making decisions more quickly. List of Skills for a Resume .

Skills 111

Skills Six Sigma Software CRM 111

Harvard Business Review

DECEMBER 13, 2017

As an aspiring PM, there are three primary considerations when evaluating the role: Core Competencies , Emotional Intelligence (EQ), and Company Fit. The best PMs I have worked with have mastered the core competencies, have a high EQ, and work for the right company for them. Company Fit. Not necessarily.

Productivity 8

Productivity Products Core Competence Management 8

Harvard Business Review

JUNE 7, 2016

Alex Mohler admits that when he first started as director of client services at Crubiq, a B2B sales company based in Raleigh, North Carolina, he felt like a fish out of water. “I looked at my new job as an opportunity to learn about an exciting, cutting-edge technology, and that was very motivating for me.”

How To 8

How To Case Study Tactics Goal 8

N2Growth Blog

NOVEMBER 30, 2010

I hear a lot of noise about the tough economy, and revenue being down for many companies. I hear complaint upon complaint that companies just don’t have money to spend, and that nobody is buying. It’s because you don’t get it…It’s not about you, your company, your products or your services.

Blog 373

Blog Ryan B2C Brand 373