Harvard Business Review

FEBRUARY 5, 2018

The goal of articulating the essential and enduring principles of your organization is to inform, inspire, and instruct the day-to-day behaviors of everyone who works at your company. Things like organization design, training, improved processes, and new shared metrics and performance standards are.). CSA Images/Getty Images.

B2C 14

B2C Ethics Teamwork B2B 14

Harvard Business Review

MARCH 10, 2017

By seeing exactly where and how people spend their time — rather than relying on recollections, anecdotes, or assumptions — executives have a solid basis for taking actions that will raise productivity. The company had experienced lackluster sales growth, especially outside of its core product category. Related Video.

Software 10

Software Metrics CRM B2B 10

Harvard Business Review

MARCH 31, 2015

Yet, after sales force costs, events are the biggest line item in many marketing budgets, especially for B2B firms. So consider what more productive event spending means for the bottom line. No technology can help managers who are unable or unwilling to set goals. Marketers can also quantify many traditionally amorphous goals.

CRM 8

CRM ROI Budgeting Public Relations 8

Harvard Business Review

MARCH 22, 2017

Marketers need to master data analytics, customer experience, and product design. 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 metrics also changed. The results? Invest in the end-to-end experience. The results?

Creativity 13

Creativity Marketing Agility Budgeting 13

Harvard Business Review

NOVEMBER 5, 2015

We created a metric that reflects the number of ways companies use marketing analytics in 11 areas from customer acquisition to multichannel marketing. Across all companies this “use metric” has a mean of 2.9 standard deviation = 3.22). For marketing ROI, the figure is 0.61%.

Marketing 8

Marketing ROI Metrics B2C 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. Simply telling sales professionals to start blogging or to jump on LinkedIn or Facebook has been shown to alienate customers, sap employee motivation, and undermine sales productivity. Monitoring.

Media 8

Media B2B Seminar Metrics 8

Harvard Business Review

MAY 12, 2015

This key insight launched a campaign targeting this demographic that has, so far, more than doubled projected goals for the category. They were looking for stylish products that happened to offer performance. to business metrics like customer acquisition, growth, retention and profitability.

Leadership Styles 8

Leadership Styles Leadership Brand Audience 8

Harvard Business Review

JANUARY 9, 2014

On the most effective sales teams, particularly B2B, the individual no longer reigns supreme. The goal was to help sales reps exchange information about complex accounts. Its structure, skills, metrics, and rewards have mostly remained the same. Even in sales, network performance now accounts for about 44% of the impact.

Team 10

Team Metrics Compliance Attrition 10

Harvard Business Review

SEPTEMBER 22, 2011

More and more companies are tying incentive pay to customer metrics. Pep Boys, a US auto parts store chain, reports in its proxy statement that customer metrics are now an important part of its executive compensation system. Truly reliable feedback and metrics. A clear link to financial and strategic outcomes.

Incentives 10

Incentives Sample Customer Loyalty Metrics 10

Harvard Business Review

DECEMBER 24, 2015

Many B2B CEOs still believe that social media isn’t right for them. But social media marketing can offer B2B marketers a range of benefits if they take advantage of it, from increasing engagement and influencing decision making before the sales call to customizing sales messages and enhancing their company’s reputation.

B2B 8

B2B Media B2C Marketing 8

Harvard Business Review

AUGUST 5, 2015

The AIDA model and its variants are the basis for sales funnels at many B2B firms. It’s an inside-out process and CRM systems are there to provide data about progression (or not) through that company’s funnel steps — the famous “pipeline” metrics that dominate so much talk about sales.

B2B 8

B2B AIDA AIDAS Disintermediation 8

Harvard Business Review

APRIL 19, 2018

With online technologies and targeted lists, this should be a cost-effective tool for separating the suspects from the prospects, accelerating customer conversion through the sales funnel, and, equally important, optimizing “data-driven marketing” by tying each piece of content to metrics like opens, reads, downloads, and so on.

Content 11

Content Marketing Case Study B2B 11

Miles Anthony Smith

NOVEMBER 7, 2019

The answer to that depends on your goals, budget, etc., Most customers are interested in your content first (how much you know about their pain points) before purchasing your products or services. A deep understanding of ABM in B2B is its super-power. and the best agencies know how to tailor their solution to your needs.

Marketing 105

Marketing Content Audience Brand 105