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 15

B2C Ethics Teamwork B2B 15

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 15

B2C B2B Forrester Budgeting 15

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. For each peer group, marketing managers develop the strategy and "play"--the best way to sell into that set of customers or market.

B2B 14

B2B Chemicals Analysis B2C 14

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

APRIL 26, 2011

Much of the conversation about customer-centricity focuses on business-to-consumer (B2C) firms. Since the project's inception, several major workstreams have begun to reconfigure core functions at all levels of the organization, establish a services management team, and develop new internal practices and service standards.

B2B 15

B2B Airlines Travel Stage-Gate 15

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

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

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

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

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 409

Blog Ryan B2C Brand 409

Harvard Business Review

DECEMBER 23, 2016

Not just B2C companies, even B2B companies such as Rolls Royce and Deere, and technology companies such as Corning and GE better abandon marketing and communication using TV and newspaper channels and instead develop robust digital marketing strategies using mobile. It is another internet revolution, yet again.

Strategy 8

Strategy Banking Venture Capitalist Bottom-up 8