Harvard Business Review

APRIL 18, 2011

The executives' role is to define the attributes of the customer experience in partnership with their operational colleagues, organize the customer-satisfaction-measurement process against those attributes, and encourage remedial action wherever warranted. Most product development groups continue to design non-interactive products.

B2B 13

B2B Consensus Productivity Products 13

Harvard Business Review

APRIL 26, 2016

Compared to professions like engineering or business disciplines like Finance or Operations, the concept of a dedicated salesperson is relatively recent. Sales was traditionally seen as a form of service work, with an emphasis primarily on developing moral character. And companies performed the training, not schools.

Education 8

Education Levitt Retail Training 8

Harvard Business Review

OCTOBER 21, 2013

A food company, for example, outfits vehicles with entire kitchens to demonstrate the most effective and creative ways to use its specialty food ingredients in food service operations. The vans are also used to provide education and training. 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. Railway operators and wind farm owners were among the first to deploy the concept.

Industry 8

Industry System Business Model B2C 8

Harvard Business Review

MAY 4, 2016

He noted his accomplishments in several areas: strategy development and execution, branding and marketing, sales, partnerships, and IP. I transformed Axion’s all-things-for-all-customers mentality, establishing a profitable B2B focus that grew our revenue from less than $.75M 75M to more than $14.5M in four years. 5M to $10M.

Brand 8

Brand Press Release Marketing B2B 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. That starts with developing a deep understanding of how customers behave and make decisions. Collaborate around the customer decision journey.

Marketing 11

Marketing Guidelines B2C Analysis 11

Harvard Business Review

MARCH 22, 2017

Customers today are not just consumers; they are also creators, developing content and ideas — and encountering challenges — right along with you. 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 13

Creativity Marketing Agility Budgeting 13

Harvard Business Review

JUNE 16, 2014

In many countries, business policies vary a great deal among individual cities, which is where companies actually operate. First, they wanted access to a talented workforce, especially technically trained employees like engineers and software developers. Unfortunately, this makes them incomplete. A new report from the U.S.

Entrepreneur 8

Entrepreneur Bureaucracy Real Estate B2B 8

Harvard Business Review

JUNE 16, 2014

In many countries, business policies vary a great deal among individual cities, which is where companies actually operate. First, they wanted access to a talented workforce, especially technically trained employees like engineers and software developers. Unfortunately, this makes them incomplete. A new report from the U.S.

Entrepreneur 8

Entrepreneur Bureaucracy Real Estate B2B 8

Harvard Business Review

JUNE 6, 2013

Second, there has been little motivation for Chinese firms to develop branding capability, in part because most top companies have not been in a competitive context in which branding was important. In addition, most of the very large firms in China are content to compete as B2B players where the value of branding is not obvious.

Brand 8

Brand Globalization Brand Management Long-term 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. They operate with extreme cost and process efficiency, which enables them to enjoy good margins and profits even while charging low prices. Don’t start price wars.

Price 8

Price Airlines Govindarajan Advertising 8

Harvard Business Review

DECEMBER 13, 2017

There are core competencies that every PM must have – many of which can start in the classroom – but most are developed with experience and good role models and mentoring. And here’s an interview with Sam Lessin , former VP of Product Management at Facebook, who says he has “never successfully trained empathy.”).

Productivity 8

Productivity Products Core Competence Management 8

N2Growth Blog

NOVEMBER 30, 2010

The problem with many sales organizations is that they still operate with the same principles and techniques they were using in the 60′s, 70’s and 80’s. Call me crazy, but I don’t want to talk to someone who wants to manage my account, develop my business, or engineer my sale.

Blog 409

Blog Ryan B2C Brand 409

Harvard Business Review

DECEMBER 4, 2017

It’s common for leaders of sales teams to focus almost exclusively on short-term tactics and current operations while failing to think and act in a way that supports the longer-term needs of their businesses — and it’s hard to fault them. Splunk , a San Francisco-based B2B software firm, is a case in point.

Long-term 8

Long-term Short-term Team Succession 8

Harvard Business Review

DECEMBER 4, 2017

It’s common for leaders of sales teams to focus almost exclusively on short-term tactics and current operations while failing to think and act in a way that supports the longer-term needs of their businesses — and it’s hard to fault them. Splunk , a San Francisco-based B2B software firm, is a case in point.

Long-term 8

Long-term Short-term Team Succession 8

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

APRIL 20, 2017

In doing research on multinational operations in the Middle East and Africa, we’ve learned that companies are well aware of how President Trump’s foreign and trade policies could affect their businesses there. more competitive prices, more localized products) and improve their risk management and operational efficiency.

Depreciation 9

Depreciation Contingency Plans Policies Marketing 9