Harvard Business Review
FEBRUARY 10, 2011
In addition to using less energy to run machines, slashing paper use also saves large amounts of energy and water upstream in the paper production process. Meanwhile, the other stream of waste will create a potentially significant source of clean energy (adding to the sustainability win).
Harvard Business Review
JUNE 23, 2015
Yet even though SKF has a century-long track record of keeping the wheels of industry turning, this new vision of bearings with brains by no means assures that SKF will prosper in the changeover in technology represented by the internet of things, in which every conceivable object can become a node on the net. Insight Center.
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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.
Harvard Business Review
OCTOBER 10, 2014
Loyalty and reward programs provide this type of context for B2C companies, while strategic account and relationship management programs do the same for B2B companies. RFID technology in the lift tickets track the locations of skiers and their friends on the mountain, and their times on the various runs.
Harvard Business Review
OCTOBER 17, 2013
The stated corporate strategy was to meet the needs of clients by providing world-class research to help support clients’ decision-making process in technology purchases. Or consider a B2B software company I know. I remember taking over a large research firm’s sales organization.
Harvard Business Review
AUGUST 5, 2015
The AIDA model and its variants are the basis for sales funnels at many B2B firms. In fact, B2B buyers report that, compared to other sources of information, these interactions are the most influential in their decision making process: The source considered the least influential is social media. Don’t believe the hype.
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.”
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