Strategy Driven

JUNE 9, 2014

The internet and its immediate access to any information – including one’s reputation – the economy, Google and online searchability in general, social media, smart phones, one-click buying, Amazon feedback and other ratings sites, and smarter customers and consumers both B2B and B2C. DEVELOP AND MAINTAIN A PRISTINE REPUTATION.

Customer Loyalty 63

Customer Loyalty B2C Reputation CRM 63

Eric Jacobson

JANUARY 15, 2012

With 15 years of marketing experience and an MBA Degree, Debbie developed her marketing expertise while working in the high-tech industry, the Consumer Marketing Department at Disneyland Paris in France, the non-profit arena, and the insurance industry. Welcome Debbie Laskey to my blog! or “What are your strengths and weaknesses?”

Marketing 71

Marketing Real Estate B2C B2B 71

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

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. Often, the best way for B2B companies to satisfy the multitude of business customers is to focus on the needs of their customers' customers.

B2B 15

B2B Airlines Travel Stage-Gate 15

Harvard Business Review

JANUARY 21, 2015

The survey included 62 B2B companies, 39% of which have revenue greater than $1 billion and 37% of which have revenue greater than $250 million.) Invest the time in developing a unique process for your team, and make sure that they understand how to use it. Train sales managers on pipeline management.

Process 8

Process Company CRM B2B 8

Strategy Driven

OCTOBER 8, 2012

Jeffrey, My company helps small B2B businesses plan a video strategy and develop web series and webinars to tighten their bond with their customers. His website, www.gitomer.com , will lead you to more information about training and seminars, or email him personally at salesman@gitomer.com. Best Regards, Jeffrey.

Video 50

Video Objective Loyalty B2B 50

Harvard Business Review

JULY 31, 2012

Sophisticated sales organizations now have the ability to combine, sift, and sort vast troves of data to develop highly efficient strategies for selling into micromarkets. In fact, we've found that micromarket strategy is perhaps the most potent new application of big-data analytics in B2B sales. Yet the payoff is huge.

B2B 13

B2B Chemicals Analysis B2C 13

Harvard Business Review

JULY 18, 2014

At the University of Maryland, we’ve created a master’s program in marketing analytics so that we can train people to do the rapid, fluent data analysis that’s needed for personalizing fast and effective service to the customer. B2B companies have been doing it for years. The best B2B firms are very responsive to customers.

Marketing 8

Marketing B2B Outsourcing Trends 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 14

B2C Ethics Teamwork B2B 14

Harvard Business Review

NOVEMBER 20, 2018

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. Buyers have become much less patient, and less forgiving of friction.

B2C 14

B2C Energy Marketing Efficiency 14

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. Our operations departments were focused on our products and services, our finance teams on collecting payments, and our sales and business development teams on meeting short-term revenue goals.

B2C 14

B2C B2B Forrester Budgeting 14

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. To avoid those pitfalls, managers need to spend time and money providing training, direction, encouragement, and feedback in a field that is changing constantly. Developing leads.

Media 8

Media B2B Seminar Metrics 8

Harvard Business Review

JULY 25, 2012

When product developers weren't sure where to launch a new home flooring offering, the CEO advised his R&D team to ask for input from employees in satellite offices throughout North America. If you fear you're short on reframers and filters, our research suggests that that you can develop them. Disconnects.

Productivity 13

Productivity Products Market Segmentation Sample 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. This has helped cement the manufacturer’s brand as the most safety-minded player in the industry.

B2B 8

B2B B2C Education Travel 8

Harvard Business Review

APRIL 18, 2011

To develop a new customer experience, companies need a real-time engagement process that encourages customers and employees to devise new interactions between them and facilitates the emergence of innovative customer experiences. 3M invites its B2B customers to co-create new products with its R&D people live in their corporate labs.

B2B 13

B2B Consensus Productivity Products 13

Harvard Business Review

APRIL 26, 2016

Sales was traditionally seen as a form of service work, with an emphasis primarily on developing moral character. ” 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.

Education 8

Education Levitt Retail Training 8

Harvard Business Review

JULY 30, 2013

You dive deep into a customer development process, working closely with a few customers who feed you requirements and are willing to trial an imperfect product that is evolving quickly. 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

JULY 17, 2012

Many company founders say they could have cut development time or better understood key customer objections (before they'd sunk huge money into product development) if they'd simply started trying to sell their product sooner. What's Wrong With Your Sales Training Program. MORE ON SMARTER SALES.

Entrepreneur 15

Entrepreneur Discount B2B Long-term 15

Harvard Business Review

JULY 17, 2012

Many company founders say they could have cut development time or better understood key customer objections (before they'd sunk huge money into product development) if they'd simply started trying to sell their product sooner. What's Wrong With Your Sales Training Program. MORE ON SMARTER SALES.

Entrepreneur 15

Entrepreneur Discount B2B Long-term 15

Harvard Business Review

APRIL 11, 2011

Some are cutting-edge global high tech; others are classic B2B service providers. Each firm had a different training philosophy and each manager onstage offered their unvarnished view of what worked and what failed. On occasion, I moderate and facilitate customer events for a variety of firms.

Software 14

Software Critical Success Factor Early Adopters B2B 14

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 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

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 14

Creativity Marketing Agility Budgeting 14

Harvard Business Review

MAY 12, 2015

That’s why CMOs need to develop four types of leadership, which are based loosely on Gartner’s Intelligent Brand Framework. The idea is to identify your power center — which one best represents your natural capabilities — and develop skills to flex across these leadership styles.

Leadership Styles 8

Leadership Styles Leadership Brand Audience 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. Such challenges, he says, require industrial companies to take a fresh approach to strategy.

Industry 8

Industry System Business Model B2C 8

Harvard Business Review

JUNE 16, 2014

First, they wanted access to a talented workforce, especially technically trained employees like engineers and software developers. This was especially important for B2B companies and was a big reason people moved to cities known to be hubs of specific industries.

Entrepreneur 8

Entrepreneur Bureaucracy Real Estate B2B 8

Harvard Business Review

JUNE 16, 2014

First, they wanted access to a talented workforce, especially technically trained employees like engineers and software developers. This was especially important for B2B companies and was a big reason people moved to cities known to be hubs of specific industries.

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

AUGUST 5, 2015

This is a big transition for firms whose marketing, sales-training and enablement tools, and wider organizational processes reflect outdated assumptions about purchasing in their markets. The AIDA model and its variants are the basis for sales funnels at many B2B firms. Don’t believe the hype.

B2B 8

B2B AIDA AIDAS Disintermediation 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. At the same time, Honda was developing a much simpler and extremely inexpensive model called the Wave. The best cure I have found for these delusions is a cultural one.

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

Harvard Business Review

JANUARY 3, 2013

The main distinction is that a prosumer has either some professional training or career/economic interest in the category. My experience is that Prosumers are usually lost in the shuffle, as companies focus on the vast consumer market or the big ticket big business/B2B market.

Price 8

Price Mass Marketing B2B Quality 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

JANUARY 6, 2016

Those forces are dramatically changing the way B2B companies and their customers approach buying and selling, too. Buyers can also use self-service digital channels for new or repeat purchases and for training and support. Developing new sales force competencies is just a start. Sellers must respond.

B2B 8

B2B Information Information Technology CRM 8

N2Growth Blog

NOVEMBER 30, 2010

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. Today’s consumer (B2B or B2C) does their homework, is well informed, and buys…they are not sold. I "sell" day to day B2c and B2B and its about relationship and problem solving.

Blog 373

Blog Ryan B2C Brand 373

Eric Jacobson

JULY 19, 2016

She’s created and implemented successful marketing and branding initiatives for nonprofits including the Foundation for the Junior Blind, Exceptional Children’s Foundation, League of Women Voters of Los Angeles, and Brides for Good; and in the B2B financial sector for an insurance company and CPA firm.

Marketing 50

Marketing CPA Leadership Budgeting 50