Eric Jacobson

JANUARY 15, 2012

I met Debbie a few years ago while we worked together on a training committee for MicroMentor , a nonprofit that connects small business owners with business mentors. Currently, Debbie is a brand marketing and social media consultant to small businesses and nonprofits in California.

Marketing 71

Marketing Real Estate B2C B2B 71

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. Attitude , The Little Green Book of Getting Your Way , The Little Platinum Book of Cha-Ching , The Little Teal Book of Trust , The Little Book of Leadership , and Social BOOM!

Video 50

Video Objective Loyalty B2B 50

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

JULY 31, 2012

While B2C companies have become adept at mining the petabytes of transactional and other purchasing data that consumers generate as they interact online, B2B sales organizations have only recently begun to use big data to inform overall strategy and tailor sales pitches for specific customers in real time. Yet the payoff is huge.

B2B 13

B2B Chemicals Analysis B2C 13

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. Sometimes it's new leadership that spurs action, other times efforts percolating within companies capture executives' attention. Consider one example.

B2C 14

B2C B2B Forrester Budgeting 14

Harvard Business Review

JULY 25, 2012

The result was a 15% increase in new revenue, and a leadership position in a new market segment. B2B companies often have a distinctive outside-in view of interactions across functions and groups at client organizations. A few reframers quickly came forward with an alternative, eco-friendly offering. Disconnects.

Productivity 13

Productivity Products Market Segmentation Sample 13

Eric Jacobson

JULY 19, 2016

Debbie Laskey is one of my go-to experts when I seek advice about a number of business topics, including marketing, social media, and nonprofit marketing and leadership. There might be a member of another department that, with appropriate training, could take on the social media role.

Marketing 50

Marketing CPA Leadership Budgeting 50

HR Digest

NOVEMBER 18, 2021

Management Skills: Motivating, leadership, problem-solving, etc. Expert: You have a fairly impressive experience and training with the skill. B2B Marketing. People Skills: Persuasion, teamwork, communication, negotiation, etc. Technical Skills: Programming, technical writing, data analysis, software proficiency, etc.

Skills 111

Skills Six Sigma Software CRM 111

Harvard Business Review

MAY 4, 2016

I transformed Axion’s all-things-for-all-customers mentality, establishing a profitable B2B focus that grew our revenue from less than $.75M Built 20 new schools with well-trained staff teaching local-language curricula focused on practical skills. 75M to more than $14.5M in four years. 5M to $10M.

Brand 8

Brand Press Release Marketing B2B 8

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. McKinsey & Co. That puts your strategy in the hands of inexperienced company strategists who are focused, often solely, on how to reach a quota. (For

Strategy 8

Strategy Execution How To CRM 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 22, 2017

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 leadership team conducts a weekly evaluation to assess, “Is what we’re doing working?” The results? Invest in the end-to-end experience.

Creativity 14

Creativity Marketing Agility Budgeting 14

Harvard Business Review

JUNE 6, 2013

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. Without that, China''s ascent to global business leadership will continue to be held back by their weakness in branding and marketing. The change in the competitive context will occur but very slowly.

Brand 8

Brand Globalization Brand Management Long-term 8

Harvard Business Review

JUNE 7, 2016

” Often, the root of the insecurity involves your personal leadership style , says Herminia Ibarra , a professor at INSEAD and the author of Act Like a Leader, Think Like a Leader. Seek ways to incorporate their strategies and tactics into your leadership repertoire. So, for starters, “let up [on] the self-flagellation.”

How To 8

How To Case Study Tactics Goal 8

Strategy Driven

JULY 18, 2016

In the B2B market space all sales leaders face similar issues and these centre on sales productivity. Just believing and thinking in this way transforms culture, creates the right activity and focusses sales leadership on better forecasting and increased revenue. Salesforce Issues.

Productivity 50

Productivity Products B2B Review 50

N2Growth Blog

NOVEMBER 30, 2010

Today’s consumer (B2B or B2C) does their homework, is well informed, and buys…they are not sold. link] scott pearson As one of the guys trained to sell in the 80′S I totally agree with your assertion that the old methods do not work. link] Social Media Influence | N2Growth Blog [.] Great post.

Blog 373

Blog Ryan B2C Brand 373

Harvard Business Review

DECEMBER 13, 2017

And here’s an interview with Sam Lessin , former VP of Product Management at Facebook, who says he has “never successfully trained empathy.”). Eriksson, Banfield and Walkingshaw ’s book Product Leadership has a section that has a lot more detail on this topic). Company Fit.

Productivity 8

Productivity Products Core Competence Management 8

Harvard Business Review

DECEMBER 4, 2017

” The biggest problem with a short-term approach is that managers develop blind spots around crucial processes such as recruiting, hiring, and training and development. Splunk , a San Francisco-based B2B software firm, is a case in point. This situation soon necessitated a creative approach to recruiting, hiring, and training.

Long-term 8

Long-term Short-term Team Succession 8

Harvard Business Review

DECEMBER 4, 2017

” The biggest problem with a short-term approach is that managers develop blind spots around crucial processes such as recruiting, hiring, and training and development. Splunk , a San Francisco-based B2B software firm, is a case in point. This situation soon necessitated a creative approach to recruiting, hiring, and training.

Long-term 8

Long-term Short-term Team Succession 8

Harvard Business Review

JULY 8, 2015

Last year, research by my people analytics company VoloMetrix identified three things that were highly correlated with top performing reps: More time spent with customers; larger internal networks; and more time spent with managers and senior leadership. It’s clear that time with customers matters.

Metrics 8

Metrics B2B Competitive Advantage Analysis 8