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. But remember, every hour spent developing an opportunity that’s outside your sweet spot is a non-strategic use of time, energy, and resources. McKinsey & Co. It’s a balancing act.

Strategy 8

Strategy Execution How To CRM 8

Harvard Business Review

JUNE 23, 2015

. “In some offshore wind applications, changing the main bearing on a turbine is so expensive that it undermines the business case for building the turbine in the first place,” said Filippo Zingariello, director of global strategic development at SKF. Turns out, data from all of these little things can make a big difference.

Industry 8

Industry System Business Model B2C 8

Harvard Business Review

AUGUST 5, 2015

The AIDA model and its variants are the basis for sales funnels at many B2B firms. Experience: Buyers use a solution, increasingly in pilots or proof of concepts, and develop perceptions about its value based on that usage. Don’t believe the hype.

B2B 8

B2B AIDA AIDAS Disintermediation 8

Harvard Business Review

JUNE 7, 2016

When you’re developing your personal management style, you should observe how others lead , according to Ibarra. 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. Watch and learn.

How To 8

How To Case Study Tactics Goal 8

Harvard Business Review

MAY 24, 2017

In contrast, today’s scarcest resource is your human capital, as measured by the time, talent and energy of your workforce. Finding, developing, and retaining this talent is hard — so much so that the business press refers to a “war” for talent. Energy, too, is difficult to come by.

Human Capital 15

Human Capital Management Company ROCE 15

Miles Anthony Smith

NOVEMBER 7, 2019

” The bottom line is that most people don’t want to be “sold” by an ad anymore; they want to develop a relationship where a business earns their purchase by offering invaluable content. A deep understanding of ABM in B2B is its super-power.

Marketing 105

Marketing Content Audience Brand 105

Harvard Business Review

APRIL 20, 2016

In the B2B world, it’s all about lead generation: getting people to hand over their email addresses and phone numbers so that you can spam and telemarket them into submission, where “submission” means actually buying your product. Which is exactly why I think Lyons is right to pillory these kinds of practices.

Cost 8

Cost Marketing Content Media 8

Harvard Business Review

JULY 8, 2015

We came to these conclusions after studying the sales force of a large B2B software company using six quarters of quota attainment data for several thousand employees. Energy: This new angle, which is very much related to the previous two, includes a collection of metrics that measure overall time and effort exerted by salespeople.

Metrics 8

Metrics B2B Competitive Advantage Analysis 8

Harvard Business Review

OCTOBER 27, 2014

Apple has maintained a relatively high degree of control over how something is developed, and over how value can be captured from it, but the use and utility of its platform far exceeds anything that anyone at Apple could ever have imagined. Inside many companies, particularly in B2B settings, the notion of “liberation” remains challenging.

Innovation 8

Innovation Strategy Drucker Project 8